Founding Account Executive
Judgment Labs•San Francisco, CA
•Onsite
About The Position
We are hiring a full-cycle Account Executive who will own both pipeline generation and closing. As an early GTM hire, you will have significant ownership, meaningful equity, and a direct role in building our commercial organization from the ground up. You will work closely with founders, engineers, and FDEs to turn early customer traction into a repeatable GTM motion. This role is for someone who wants to build the sales organization—not inherit an established playbook.
Requirements
- At least one year of full-cycle sales experience spanning pipeline generation and closing
- Personally created outbound pipeline rather than relying entirely on SDRs or inbound
- Experience selling technical products to engineering or similarly technical buyers
- Experience selling to startups
- Familiarity with high-velocity, usage-based, or pay-as-you-go sales motions
- Strong written and verbal communication
- Ability to operate effectively without an established sales playbook
- Strong reasoning and the ability to explain why a sales approach succeeded or failed
- Genuine interest in meaningful ownership, equity, and company-building
- Willingness to work from our San Francisco office five days per week
Nice To Haves
- Developer tools, infrastructure, data, or AI sales experience
- Founding AE or early GTM experience
- Experience working closely with technical implementation or deployment teams
- Evidence of resilience in difficult or ambiguous environments
- Independent or unusual thinking
Responsibilities
- Build qualified pipeline through outbound
- Create, run, monitor, and improve outbound sequences
- Lead discovery and qualification calls
- Own prospects from initial conversation through pilot, negotiation, and close
- Partner with FDEs during onboarding, kickoff, and deployment
- Maintain customer relationships and identify expansion opportunities
- Develop messaging, sales collateral, qualification criteria, and sales processes
- Translate customer feedback into useful insights for product and engineering
- Help shape how we hire, train, and structure the future GTM organization
Benefits
- Competitive base salary
- performance-based variable compensation
- meaningful equity
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
No Education Listed
