Enterprise Sales Account Executive - New York (REMOTE)

About the Role

A fast-growing, well-funded AI infrastructure startup is hiring an Enterprise Account Executive to help convert strong technical adoption into committed enterprise revenue. This company is building infrastructure for one of the biggest shifts happening in software: the movement of AI agents out of demos, chat windows, and backend workflows, and into the user-facing applications where people actually work. The company has developed a widely adopted open-source platform and protocol layer used by engineering teams building agentic applications. In plain English, they help companies connect AI agents to real software interfaces, workflows, and user experiences. This is not a cold-market “please take a meeting about AI” sales job. Many prospects already know the product, have engaged with the open-source ecosystem, or are actively trying to solve the problem this company was built to address. The job is to turn technical interest, usage, and urgency into enterprise agreements. Description: AI Infrastructure / Agentic Applications Hiring an Enterprise Account Executive in New York This is a quota-carrying Enterprise AE role selling into Fortune 1000 and high-growth technology organizations. Candidate must based in New York to support East Coast enterprise coverage and help the company engage customers earlier in the business day. This is a REMOTE role. Primary buyers and influencers include engineering teams, heads of engineering, platform leaders, AI product teams, technical executives, security, finance, procurement, and legal. The average sales value is expected to be approximately $100,000 per customer, typically structured as a 1-, 2-, or 3-year enterprise agreement. Deals may include both platform licensing and dedicated engineering support. This is a consultative technical sale. You do not need to be a software engineer, but you do need to be comfortable selling to highly technical buyers. You should know how to run discovery with engineers, identify business value from technical use cases, guide a proof of concept, build consensus, and navigate the path from technical interest to enterprise contract. The typical motion looks like this: A technical team is already aware of the product or experimenting with the open-source ecosystem.

• You identify the right entry point and book the meeting.
• You run technical and business discovery with engineers and engineering leadership.
• You demonstrate the platform’s capabilities and help define the customer’s use case.
• You coordinate a 4–6 week proof of concept with forward-deployed engineering support.
• You build the business case, navigate security and procurement, and close a 1+ year enterprise agreement.
• You then help identify the land-and-expand path inside the account.

This is not pure PLG. It is not generic SaaS. It is not old-school top-down enterprise selling. It is a technical adoption-to-enterprise conversion motion in one of the fastest-moving categories in software. Why This Role Is Different Most enterprise AEs joining early-stage companies have to spend their first year convincing the market the company should exist. That is not the situation here. This company already has strong technical credibility, open-source adoption, enterprise usage, and a powerful market tailwind. Many target customers are already trying to figure out how to build, deploy, and scale agentic applications in production. The challenge is helping customers move from experimentation to production, and showing why enterprise-grade infrastructure, expertise, and support is faster, safer, and more scalable than trying to solve everything internally. That is the sale.

What You Will Do

• You will own and close enterprise opportunities from first meeting through signed agreement.
• You will sell into engineering-led organizations where the initial champion may be technical, but the buying process will include leadership, security, procurement, finance, and legal.
• You will run consultative discovery to understand what the customer is building, where they are blocked, how agentic applications fit into their roadmap, and what success would look like in production.
• You will demonstrate capabilities at a business and technical level, without pretending to be the engineer in the room.
• You will quarterback 4–6 week POCs in partnership with forward-deployed engineers. You will own the relationship, commercial strategy, mutual action plan, business case, and close.
• You will build pipeline from warm technical adoption and targeted outbound.
• You will help refine the ICP, qualification framework, POC process, sales messaging, pricing feedback, and enterprise conversion playbook.
• You will feed customer signal directly back into leadership, product, and engineering.

Who You Are

• You have 5–10 years of experience in technology sales, ideally selling developer infrastructure, DevOps, cloud infrastructure, data infrastructure, observability, API platforms, security, AI tooling, MLOps, open-source commercial software, or other technical products into engineering-led organizations.
• You have sold $50K–$200K+ ACV deals and understand how to manage a consultative enterprise sales process.
• You are comfortable selling to engineers, engineering managers, heads of engineering, platform teams, product leaders, security teams, procurement, finance, and legal.
• You understand bottoms-up sales motions where technical users, open-source adoption, free-tier usage, or developer enthusiasm can become the entry point into a larger enterprise agreement.
• You can hold your own in a technical conversation. You do not need to write code, but you need to follow the conversation, ask intelligent questions, and earn credibility with technical buyers.
• You are strong in discovery. You do not just pitch features. You diagnose problems, uncover urgency, identify buying dynamics, and help the customer understand the cost of doing nothing.
• You are high-agency, commercially sharp, intellectually curious, and comfortable operating in ambiguity.
• You take quota personally.

Strong Background Fits This role may be a strong fit for AEs who have sold developer infrastructure, open-source software, cloud infrastructure, DevOps, observability, security infrastructure, API platforms, data infrastructure, AI infrastructure, MLOps, workflow automation, or technical PLG-to-enterprise software. Relevant pattern matches could include experience at companies similar to Datadog, New Relic, GitLab, MongoDB, Snyk, Vercel, HashiCorp, Sentry, Postman, LaunchDarkly, Elastic, Confluent, Retool, Supabase, Snowflake, Databricks, Hugging Face, LangChain-adjacent companies, or emerging AI infrastructure startups. The exact logo matters less than the motion. The right candidate has sold technical products to technical buyers and knows how to convert practitioner interest into enterprise revenue.

Compensation

• Expected OTE is approximately $180,000 to $250,000, depending on experience and fit.
• Compensation includes:
• 60/40 base and variable split
• Uncapped commission
• Accelerators above quota
• Meaningful early-stage equity
• Health, dental, vision, and paid time off
• Close partnership with technical resources for POC support

Why Join This is a rare time to join. The company is early enough that the sales motion, ICP, packaging, and playbook are still being shaped. But it is not so early that you are selling vapor. The product has real technical adoption. The market is moving quickly. Enterprise buyers are actively trying to understand how to build production-grade AI agent experiences. The company has the funding, product, and technical credibility to compete for meaningful enterprise opportunities. For the right AE, this is a chance to do more than carry a bag. It is a chance to help define how one of the next important software categories gets sold. If you want a finished playbook, this is probably not the right role. If you want to help write the playbook, and get rewarded for doing it well, this could be a career-defining opportunity. Is that YOU? If so, let’s talk. Apply tot his job Apply To this Job