5-7 years of experience in enterprise sales with a proven track record of closing deals
Ability to navigate complex sales processes from discovery to negotiation
Strong judgment in qualifying leads and identifying buying intent
Technical curiosity to engage with engineers and executives effectively
Excellent communication skills for crafting proposals and pilot plans
Experience in early-stage companies, demonstrating ownership and process improvement
Responsibilities
Develop and refine Antioch's sales playbook for customer acquisition
Source and qualify sales opportunities through rigorous discovery
Map customer organizations to identify key stakeholders and build champions
Collaborate on paid pilot plans, defining success criteria and paths to enterprise agreements
Negotiate contracts for pilots, enterprise agreements, and renewals
Coordinate with internal teams to ensure clear communication and commitments
Maintain accurate sales forecasts and CRM records for active opportunities
Benefits
Opportunity to work on impactful projects with real-world implications
High level of ownership over enterprise relationships and sales processes
Collaborate with a seasoned founding team with industry expertise
Contribute to shaping company culture and product direction
Fast-paced environment with direct customer feedback for rapid iteration
Full Job Description
Who are we looking for?
We're hiring an enterprise Account Executive to turn Antioch's customer demand into qualified, well-scoped, durable enterprise revenue. You'll own the commercial relationship from sourcing and discovery through paid pilots, enterprise agreements, expansion, and renewals.
This is a hands-on individual contributor role with the opportunity to help build our sales motion. You'll work closely with the founders and customer deployments team to source and qualify opportunities, scope pilots around meaningful customer outcomes, and turn successful engagements into lasting enterprise relationships.
You'll remain the commercial owner throughout the customer lifecycle. After qualification, a deployment lead will partner with you on deeper technical discovery and targeted demos, then own delivery with engineering support. You'll coordinate the deal team and own the contracts that turn successful delivery into enterprise adoption and expansion.
What you'll do
Build Antioch's sales playbook and reusable collateral to turn lessons from customer conversations into a repeatable customer acquisition motion.
Source and rigorously qualify opportunities, running discovery that establishes the customer problem, business value, decision process, and a credible path to purchase.
Map customer organizations to understand key stakeholders, build champions, and drive the enterprise sales process.
Co-develop paid pilot plans with customers and deployment leads, defining clear scope, success criteria, and a path to an enterprise agreement.
Own commercial negotiations and contracting across pilots, enterprise agreements, upsells, and renewals, with an emphasis on winning and converting new business.
Coordinate founders, deployment leads, and engineers around each opportunity, keeping customer commitments, responsibilities, and next steps clear throughout the deal.
Maintain accurate forecasts, opportunity stages, and discovery records in our CRM, managing approximately 8-12 active opportunities after ramping.
What we're looking for
You don't need every box checked. We're looking for strength in most of these:
Experience owning complex enterprise sales from discovery through negotiation and close, with clear evidence of your contribution to the outcome.
Comfort building at an early-stage company, taking ownership of ambiguous work and improving the process while carrying your own pipeline.
Strong qualification and discovery judgment: you can distinguish real buying intent from interest and identify the evidence needed to advance a deal.
Technical curiosity and the ability to earn trust with engineers and executives, translating complex customer needs into a clear commercial case.
Consistent follow-through, accurate forecasting, and disciplined CRM habits, even when priorities shift and several stakeholders need to move together.
Clear writing and communication, including proposals and pilot plans that connect customer objectives, delivery scope, and the next buying decision.
Nice-to-haves
Experience selling robotics, autonomy, simulation, developer tools, or other technical platforms.
Experience converting paid pilots or technical evaluations into enterprise agreements.
Experience as an early sales hire, building sales enablement or a repeatable acquisition process.
You may be a great fit if...
You're a high-agency builder: you don't wait to be told what to do, you go figure it out.
You care deeply about what you ship and reflexively take accountability.
You like the 0 126 1 environment and chose it on purpose.
You balance craft and pragmatism: you push for excellence, but ship what's needed now.
You're comfortable with uncertainty and enjoy working through messy customer problems.
You're customer-obsessed and want the thing to work for real people.
Why Antioch
Real problems, real stakes. Our customers build physical autonomous systems that have to behave correctly in the real world, and our work directly affects whether they get there.
High ownership. You'll own enterprise relationships end-to-end, with fast iteration and direct customer feedback.
Team caliber. Work with a founding team who have previously built and sold companies, and worked at leading companies like Tesla Autopilot, Meta Reality Labs, and more.
Build the company, not just the product. Early team members help define our culture, product direction, and how we win.
