Digital Native AI Account Executive

AssemblyAI•San Francisco, NY

1d•Hybrid

About The Position

AssemblyAI builds best-in-class Voice AI models powering the next generation of voice applications. The company is at an inflection point in the Voice AI space and is looking for individuals excited to join a small team and help define the future of the industry. AssemblyAI is a capital-efficient AI company with a proven business model and a steep growth trajectory, offering significant ownership and impact to its employees. The company operates as a meritocracy with minimal bureaucracy, providing access to necessary tools and information. This role is ideal for someone passionate about voice AI as a technology to build, offering the chance to solve interesting problems at scale with a close-knit team. AssemblyAI is committed to creating an inclusive environment where employees can bring their full selves to work and have equal opportunities to succeed, regardless of their background. This role specifically seeks an AI Native Startups Account Executive to manage a portfolio of accounts and drive revenue for AssemblyAI’s Voice AI infrastructure offerings. The position involves generating pipeline within target accounts, cultivating strong internal champions, leading model evaluations, and engaging with engineering and product leaders at fast-growing AI-native companies that utilize voice technology. The ideal candidate will have a strong background in infrastructure or API sales, excel at building pipeline from scratch, and enjoy working with technical buyers on products that excel in performance and developer experience. This is a cross-functional role requiring close collaboration with Applied AI, Research, Engineering, Marketing, and Deployment teams to shape go-to-market strategies and ensure an exceptional customer experience throughout the entire customer lifecycle.

Requirements

2+ years of infrastructure or API sales experience closing deals with engineering and product audiences
A track record of building pipeline from scratch, with experience breaking into cold accounts and creating opportunities
Technical fluency, with comfort 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; ability to move deals forward effectively
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
Willingness to travel up to 50%+ of each month for customer visits, industry events, and team offsites
Must be based in San Francisco or New York City
Expectation of 3 days a week in-office attendance to start, with a 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 efforts, including personalized outreach, conferences, exclusive events, and seeking warm introductions
Craft outbound communications that deliver real value to prospects, such as custom benchmarks, competitive insights, and use-case-specific demos
Develop authentic champions within target accounts who will advocate for AssemblyAI internally and help close deals
Engage multiple leadership stakeholders in parallel, including CTO, CPO, VP Engineering, VP Product, and VP of AI, to build consensus and de-risk deals
Position AssemblyAI’s value and pricing against alternatives, highlighting clear, quantitative, and qualitative differentiation
Drive urgency through business value at every touchpoint, ensuring deals move 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