Founding Account Executive

Natoma

About The Position

At Natoma, we’re building the Hyper Intelligence layer—the secure foundation for the AI-native enterprise. Our platform enables organizations to safely connect AI systems and autonomous agents to their data, tools, and workflows with enterprise-grade control, governance, and observability. This empowers enterprises to unlock productivity, accelerate innovation, and fuel smarter decisions at scale. Natoma’s Managed MCP Platform removes barriers to adopting AI-native systems by handling identity, authorization, and context governance—all while preserving security and compliance. We’re early, ambitious, and scaling fast. As our first full-cycle sales hire, you’ll help define how Natoma brings transformative technology to the world’s largest organizations. As a founding member of our Go-to-Market (GTM) team, you’ll be integral to defining and executing our commercial success.

Requirements

A hunter at heart: You thrive on outbound pursuit, persistence, and creative strategies to break into new accounts.
Proven in early-stage sales: You have 4+ years of experience owning parts of or entire sales cycles in high-growth SaaS, infrastructure, or security-focused organizations.
Customer-centric and consultative: You are as comfortable speaking with technical teams as with executives—listening deeply and translating needs into value.
Clear, compelling communicator: Your messaging resonates across email, decks, demos, and executive presentations.
Product curiosity: You enjoy learning complex technology, especially in AI, security, and enterprise integrations, and explaining it clearly to customers.

Nice To Haves

Experience selling developer platforms, security, or enterprise infrastructure
Existing relationships within enterprise IT or AI adoption functions
Track record of closing six-figure deals in an early-stage environment
Familiarity with using AI tools to enhance prospecting and outreach

Responsibilities

Build Pipeline and Generate Demand
Identify and engage senior business and technical leaders at Fortune 500 and high-growth enterprises.
Drive outbound prospecting, account research, and tailored outreach.
Lead the Full Sales Process
Qualify opportunities, run discovery conversations, manage demos, negotiate commercial terms, and close deals.
Partner closely with Natoma’s founders, product, and engineering teams to align customer feedback with product strategy.
Evolve our Commercial Playbook
Shape our positioning, messaging, and sales motions based on real-world interactions and market insights.
Develop repeatable strategies that lay the foundation for a scalable, enterprise-level GTM engine.
Represent Natoma Externally
Serve as a confident ambassador of Natoma at industry events, executive meetings, and analyst briefings.