SF - Enterprise Account Executive - USA

TinyFish • San Francisco, CA

4d • Hybrid

About The Position

We're hiring an Enterprise Account Executive to own strategic new business across AI-native companies and large enterprises. You'll run complex, multi-stakeholder sales cycles end to end: building champions, navigating procurement, constructing business cases, and closing. You'll work directly with GTM leadership to sharpen how we sell in a category that is still being defined. Success is measured by new ARR, deal velocity, and win rate. You'll be expected to manage a disciplined pipeline, forecast accurately, and consistently close high-value deals.

Requirements

• 7+ years of full-cycle enterprise sales experience in SaaS, APIs, developer tools, or cloud infrastructure
• Proven track record closing complex, high-value deals with long sales cycles and multiple stakeholders
• Strong technical acumen: you can hold a credible conversation with engineers and platform buyers about APIs, infrastructure, and AI agent workflows
• Experience selling to both technical champions and executive economic buyers in the same cycle
• Disciplined in pipeline management, forecasting, and deal qualification
• Familiarity with value-based and consultative selling frameworks

Responsibilities

• Source, develop, and close net-new enterprise accounts with AI-native companies and large enterprise engineering and infrastructure teams
• Navigate complex buying committees spanning engineering leadership, platform and infrastructure owners, procurement, legal, and the C-suite
• Build and arm champions with the materials they need to drive internal consensus
• Frame and co-build business cases with buyers; treat POCs as business case exercises, not demos
• Negotiate pricing, SLAs, and contract terms on high-value, multi-year deals
• Manage procurement processes proactively: reduce friction, fill the gaps, move things forward
• Partner with engineering and product on solution design for complex or custom requirements
• Maintain accurate pipeline and CRM records; forecast with precision and discipline
• Travel periodically to key accounts and industry events
• Feed market signal and competitive intelligence back to GTM and product

Benefits

• Competitive base + uncapped commission (OTE commensurate with experience)
• Hybrid out of San Francisco
• The chance to define the enterprise sales motion for a category before it's crowded

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed