Account Executive

Tray.ai•San Francisco, CA

13d•Hybrid

About The Position

Tray.ai is hiring an Account Executive to support West Coast clients and help companies move from AI experiments to production deployments. The role is based in the San Francisco Bay Area and focuses on creating and winning new business, managing complex sales involving business and technical buyers, and retaining and expanding acquired accounts. The Account Executive will build most of their own pipeline, partner closely with Sales Engineers, and work with sales leadership to develop and scale Tray.ai’s Bay Area go-to-market approach. The role reports to Co-Founder and Chief Revenue Officer Dom. Tray.ai is remote-first, but the team currently works from its San Francisco office every Wednesday; candidates in the Bay Area are prioritized. Tray.ai describes its platform as an enterprise orchestration platform for data and AI. It combines AI agent building, MCP governance, integrations across more than 700 apps, and automation. Its Helix runtime helps teams move AI-built apps from prototype to production with enterprise SSO, managed authentication, an app registry, and per-app cost and usage visibility. The company describes its culture as ambitious, transparent, supportive, and fast-paced, with opportunities to learn and grow. Tray.ai states that it encourages applications from all candidates and provides reasonable accommodations for people with disabilities during the application and interview process.

Requirements

4–10 years of professional experience, with a strong record of selling and closing as an Account Executive or as a founder who personally sold to customers.
At least 2 years at a seed-stage or Series A/B company, ideally in a go-to-market role, with experience building something new.
Experience generating a large share of one’s own pipeline and ability to explain the approach with supporting numbers.
Consistent performance above quota and near the top of the sales team.
Ability to explain the AI landscape to buyers in plain terms, distinguish real deployments from hype, and use AI tools in daily work.
Ability to explain complex products to both line-of-business and technical audiences and build confidence with each.
Competitive, resourceful approach to selling, including in competitive deal cycles against larger brands.
Based in the San Francisco Bay Area within a reasonable commute of the San Francisco office.

Nice To Haves

Founded or co-founded a startup and personally sold and closed its customers, whether or not the startup succeeded.
Experience winning deals as an underdog against major brands in a category.
Understanding of the revenue technology stack, including CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing, and RevOps tools, and how data integration issues arise.
Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold to revenue and operations teams.
Experience selling an AI product or selling to buyers evaluating AI, with a point of view on how AI is reshaping go-to-market teams.

Responsibilities

Identify target accounts, reach prospective customers, and create opportunities, sourcing most of the pipeline independently.
Win competitive deals by understanding customer problems and positioning Tray.ai against established vendors and build-it-yourself alternatives.
Sell to business and technical buyers, including CROs, RevOps leaders, IT teams, architects, and security teams.
Partner closely with Sales Engineers to help buyers understand the value and technical suitability of AI orchestration.
Translate customer goals into clear business cases that internal champions can use to drive action.
Retain and expand accounts after closing them.
Work with sales leadership to shape and scale the Bay Area go-to-market approach and test new customer-acquisition methods.