Digital Native AI Account Executive

AssemblyAI•San Francisco, CA

15h•$200,000 - $280,000•Hybrid

About The Position

AssemblyAI is seeking an AI Native Startups Account Executive to own a book of accounts and drive revenue for its Voice AI infrastructure offerings. The role focuses on generating pipeline in target accounts, developing champions, leading model evaluations, and winning over engineering and product leaders at fast-growing AI-native companies building with voice. The successful candidate will have infrastructure or API sales experience, be comfortable building pipeline from scratch, and enjoy selling technical products valued for performance and developer experience. This cross-functional role partners closely with Applied AI, Research, Engineering, Marketing, Deployment, and Customer and Technology Teams to shape go-to-market strategy and provide an exceptional customer experience from first contact through deployment and beyond. The position is based in San Francisco or New York City, with an expectation of attending an office three days per week initially and traveling 50% or more of each month.

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, breaking into cold accounts, and creating new opportunities.
Technical fluency, including comfort discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers.
Ability to identify and develop internal champions.
Strong urgency and ownership, with the ability to keep deals moving.
Comfort selling in a product-led motion where customers stay because the product wins.
Deep understanding of procurement, legal, and security review processes and the ability to maintain deal velocity through complex commercial cycles.
Willingness to travel 50% or more of each month.
Must be based in San Francisco or New York City.
Expected to attend an office three days per week initially; schedule is flexible.

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, creative outbound, including personalized outreach, conferences, exclusive events, and warm introductions.
Create valuable outbound communications, including custom benchmarks, competitive insights, and use-case-specific demos.
Develop authentic champions within target accounts who advocate for AssemblyAI and help move deals toward closure.
Engage multiple leadership stakeholders, including technical decision-makers, to build consensus and de-risk deals.
Position AssemblyAI’s value and pricing against alternatives using clear quantitative and qualitative differentiation.
Create urgency by communicating business value and keep 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 shape go-to-market strategy.
Travel for customer visits, industry events, and team offsites.