Enterprise Account Executive

Blacksmith•San Francisco, CA

About The Position

At Blacksmith, we’re rebuilding CI from the ground up. We provide cloud infrastructure that allows engineering teams to run GitHub Actions dramatically faster and more cost-effectively — and we’re on a mission to build the world’s first CI-optimized cloud. For enterprises, CI is mission-critical infrastructure. But traditional hyperscalers were never built for the unique performance and cost demands of CI workloads. Blacksmith gives enterprise engineering and platform teams a purpose-built cloud that unlocks massive velocity gains, significant cost savings, and a radically simpler operational model. As an Enterprise Account Executive , you will drive adoption of this new category across complex organizations with 1,000+ employees. You’ll help enterprises modernize CI, reduce cloud spend, and transform developer productivity at scale. This is a founding Enterprise role, shaping how we sell into the largest, most sophisticated engineering organizations in the world. Why Blacksmith We orchestrate millions of VMs monthly on our own bare-metal CI cloud. Over 600+ companies trust Blacksmith to power production CI at scale. Our founders built large-scale distributed systems at Cockroach Labs and Faire. YC W24 alum backed by a top-tier VC . Reached $1M ARR in under 12 months with a team of four. Enterprise is our next breakout growth engine — and you will help define it. About the Role As an Enterprise AE , you will own a portfolio of strategic accounts and drive large, complex sales cycles involving engineering leadership, DevOps, platform teams, procurement, security, finance, and C-suite stakeholders. You will: Break into new Fortune 1000-level accounts Shape multi-party evaluations Run deep technical and commercial cycles Collaborate cross-functionally to deliver value across engineering and executive personas This is a hunter role with full ownership of territory strategy, pipeline creation, deal execution, and expansion opportunities. You’ll influence GTM strategy, product direction, and the overall enterprise motion as one of the earliest members of our upmarket sales team.

Requirements

5+ years of quota-carrying sales experience.
Selling horizontal SaaS, cloud infrastructure, developer tools, CI/CD, or highly technical platforms to organizations with 1,000+ employees .
A proven track record of closing large enterprise deals ($100K+).
You consistently exceed quota and have strong W2 history to show it.
Experience running complex, multi-stakeholder cycles. You’ve sold into: VP/Director-level engineering Platform/SRE/DevOps teams CIO/CTO organizations Procurement, legal, finance, and security teams
Strong technical acumen. You understand — or can quickly learn — concepts like CI/CD pipelines, ephemeral compute, containerization, cloud cost management, and modern DevOps tooling.
Ability to navigate ambiguity with autonomy. You thrive in early-stage environments where processes aren’t fully defined, and you enjoy building the motion, not just executing it.
A consultative, value-driven approach. You excel at uncovering pain, aligning technical requirements to outcomes, and crafting enterprise-level ROI narratives.
Executive presence & exceptional communication skills. You can influence senior engineering and business leaders with clarity and confidence.

Nice To Haves

Experience selling infra or developer platforms (CI/CD, cloud, DevOps tooling, performance engineering).
Strong understanding of cloud cost optimization or compute-intensive workloads.
Experience as an early GTM hire building enterprise sales processes from scratch.
Curiosity about AI, automation, and modern engineering pipelines.

Responsibilities

Drive net-new enterprise revenue
Prospect and penetrate organizations with 1,000+ employees, targeting platform, DevOps, and engineering leadership. Strategically multithread across technical and business stakeholders.
Build account plans, define win strategies, and execute toward large, multi-year agreements.
Own complex, high-value sales cycles end-to-end
Lead discovery, scoping, and qualification using modern enterprise methodologies (MEDDICC, Challenger, etc.).
Collaborate with Solutions Engineering on demos, benchmarking, and POCs.
Navigate procurement, legal, finance, and risk/security assessments.
Drive commercial negotiations to close six- and seven-figure deals.
Create and scale your own pipeline
Build high-quality outbound strategies tailored to enterprise engineering organizations.
Leverage signals around CI workload patterns, cloud cost pressures, and internal shift-left initiatives to identify high-probability targets.
Partner closely with SDR, marketing, and founders to refine outreach and messaging.
Act as a trusted advisor to engineering leaders
Understand CI architecture, cloud optimization strategies, ephemeral compute, and developer productivity metrics.
Translate performance improvements into enterprise-level ROI and business impact narratives.
Position Blacksmith competitively against hyperscalers, self-hosted runners, and traditional infrastructure alternatives.
Collaborate cross-functionally
Work with product to shape roadmap priorities based on enterprise needs.
Partner with Customer Success on adoption, expansion, and executive alignment.
Contribute to sales playbooks, messaging, and early enterprise GTM frameworks.