Founding Account Executive (Enterprise AI)

Daptic (formerly DiploAI)•New York, NY

20h•Onsite

About The Position

Daptic helps global manufacturers cut through complex regulations so they can get physical products to market faster. Regulations and standards keep getting more complicated, and that’s slowing down product launches across industries. Daptic automates the identification and analysis of relevant regulations, standards, and product requirements. That frees up product and engineering teams to focus on building great products in automotive, aerospace, construction, medicine and healthcare, and more. We’re a small, focused team, and we’re proud to be supporting the development of products used by over 100 million people worldwide. We’ve raised over $6M from IA Ventures, 8VC, and other institutional investors. We’ve spent two years selling founder-led into some of the largest manufacturers in the world, companies doing $100B+ in annual revenue. We’ve built a repeatable sales motion and a healthy pipeline of enterprise customers who are actively evaluating and buying. Now we’re hiring our first AEs to take ownership of that process. This role sits at an intersection that’s hard to find in one person: the rigor of someone trained in a systematic enterprise sales motion, paired with the grit and figure-it-out instinct of someone who’s comfortable selling in ambiguity.

Requirements

5-10 years as a quota-carrying Account Executive in enterprise SaaS.
A track record managing $1M+ annual quotas and closing complex, multi-stakeholder deals.
Experience selling into large enterprises: Fortune 500 or Global 2000 organizations, long sales cycles, multiple decision-makers, formal procurement.
You’ve been trained in a systematic enterprise sales process (forecasting, pipeline discipline, multi-threading), and you can hold that structure even when the product and market are still being defined.
Strong demo skills. You’re comfortable owning a live product walkthrough, fielding tough questions ,and opening the product cold to build something live with a prospect.
Experience managing evaluations, trials, or proof-of-concept processes.
You’re AI-native in your own workflow: you already use the latest AI tool to run your pipeline, research, and prep.
You’re technically curious enough to riff on how AI and agentic workflows actually work, in real time, in front of an engineer or regulatory buyer, rather than falling back on a talk track.
You ramp fast on unfamiliar technical material. We sell across topics like safety, emissions, cyber, data privacy, restricted substances, and hazmat, and across industries from mobility to industrials to defense to consumer to chemicals. You need to walk into a room unintimidated by domain depth you just learned.
Consultative selling instincts. You prioritize discovery instead of defaulting to a pitch deck.
You’re comfortable in a founder-built sales motion that’s more directional than prescriptive, and you bring your own judgment to how deals should run.
Strong storytelling skills. You can take a handful of customer details and turn them into a narrative that resonates.

Nice To Haves

Experience selling into manufacturing, R&D, regulatory, or compliance functions.
You’ve been an early sales hire before and know what it takes to build from the ground up.

Responsibilities

Own the sales cycle from qualified opportunity through close.
Run tailored product demos that connect Daptic’s platform to each customer’s specific regulatory challenges.
Manage 2-week platform trials end-to-end. Define success criteria, keep stakeholders engaged, and drive the deal toward conversion.
Partner with a Solutions Engineer, who delivers technical depth during evaluations while you own the commercial relationship.
Navigate large, complex enterprise organizations. Build relationships across R&D, regulatory/compliance, legal, and procurement at companies with $1B-$100B+ in revenue.
Help refine the sales playbook, deal stages, and qualification criteria. Be a thought partner on how the sales function operates and grows from here.