Digital Native AI Account Executive

AssemblyAI•San Francisco, CA

2d•Hybrid

About The Position

AssemblyAI is hiring an AI-native startups account executive to own a portfolio of accounts and drive revenue for its Voice AI infrastructure offerings. The role focuses on generating pipeline in target accounts, developing internal customer champions, leading model evaluations, and winning engineering and product leaders at fast-growing AI-native companies building voice applications. The successful candidate will have infrastructure or API sales experience, build pipeline from scratch, and work effectively with technical buyers evaluating products on performance and developer experience. This cross-functional position partners with Applied AI, Research, Engineering, Marketing, Deployment, and Customer and Technology teams to shape go-to-market strategy and provide a strong customer experience from first contact through deployment and beyond. The role is based in San Francisco or New York City, with an expectation of three days per week in the office and travel of 50% or more of each month for customer visits, industry events, and team offsites.

Requirements

At least 2 years of infrastructure or API sales experience closing deals with engineering and product audiences.
A track record of building pipeline from scratch, including breaking into cold accounts and creating new opportunities.
Technical fluency to discuss API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers.
Ability to identify and develop internal customer champions.
A high sense of urgency and ownership, with the ability to keep deals moving.
Comfort selling in a frictionless, product-led motion where customers stay because the product wins.
Deep understanding of procurement, legal, and security review processes, and the ability to maintain velocity through complex commercial cycles.
Willingness to travel 50% or more of each month for customer visits, industry events, and team offsites.
Must be based in San Francisco or New York City.
Expected to attend the office three days per week initially.

Responsibilities

Own a book of AI-native startup accounts and lead potential customers through the full sales cycle, from prospecting to initial production rollout.
Generate pipeline through proactive outbound, including personalized outreach, conferences, exclusive events, and warm introductions.
Create valuable outbound communications, such as custom benchmarks, competitive insights, and use-case-specific demos.
Develop customer champions who advocate for AssemblyAI internally and help move deals toward close.
Engage technical and business leaders, including CTOs, CPOs, VPs of Engineering, VPs of Product, and VPs of AI, to build consensus and reduce deal risk.
Position AssemblyAI's value and pricing against alternatives using quantitative and qualitative differentiation.
Create urgency by communicating business value and keeping deals moving forward.
Lead complex, multi-threaded deals and bring insights, perspective, and momentum to customer interactions.
Partner with Customer and Technology teams to represent AI-native customers and help shape go-to-market strategy.