Digital Native AI Account Executive

AssemblyAI•San Francisco, CA

2h•$200,000 - $280,000•Hybrid

About The Position

AssemblyAI is seeking an AI Native Startups Account Executive to manage a portfolio of accounts and drive revenue for their Voice AI infrastructure offerings. This role involves generating pipeline within target accounts, cultivating strong relationships with key stakeholders, leading model evaluations, and persuading engineering and product leaders at rapidly growing AI-native companies that utilize voice technology. The ideal candidate possesses a solid background in infrastructure or API sales, excels at building pipeline from the ground up, and is motivated by engaging with technical buyers for products that excel in performance and developer experience. This is a cross-functional position requiring close collaboration with Applied AI, Research, Engineering, Marketing, and Deployment teams to refine go-to-market strategies and ensure an outstanding customer experience throughout the entire customer journey, from initial contact to deployment and beyond.

Requirements

2+ years of infrastructure or API sales experience closing deals with engineering and product audiences
A track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed
Technical fluency - comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers
Demonstrated ability to identify and develop champions who advocate internally on your behalf
A high sense of urgency and ownership; you move deals forward and don’t let them go stale
Comfort selling in a frictionless, product-led motion where customers stay because the product wins
Deep understanding of procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles
A willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites
Must be based in San Francisco or New York City, with an expectation of 3 days a week in-office attendance to start but flexible schedule

Responsibilities

Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout
Generate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions
Craft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies
Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close
Engage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals
Position AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation
Drive urgency through business value at every touchpoint, keeping deals moving forward with intent
Quarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction
Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy