Job Summary:As an Account Executive at AutogenAI, you will play a pivotal role in building and scaling our US business. You will create your own pipeline, break into target accounts across the Federal/GovCon ecosystem and other proposal-intensive markets, and close 5 - 6 figure value SaaS deals with small and mid-tier contractors. You'll run your territory like your own business, with the operational discipline to know exactly where every opportunity stands and what it will take to win.
You won't inherit a finished sales machine. We're looking for someone who enjoys helping build one. This role offers direct exposure to executive leadership, real influence over how we sell in the US, and a clear path for career progression in a hyper-growth startup.
Our customers are the people who capture, write, manage and win proposals. If you have lived that world yourself, whether in Federal, SLED, commercial or AEC, you will speak our buyers' language from day one, and we will value that experience highly.
Location and Travel: Based in DC/Northern Virginia with regular travel to NYC and customer events required.
No security clearance required.
What You'll Be Responsible For: - Selling into the GovCon Ecosystem: Engage small and mid-tier US government contractors. Sell across Business Development, Capture, Proposal, Growth, IT/Security, Procurement and executive leadership.
- Product Demos: Own, run and customize your own demo environment. Be prepared to run generic and custom demos daily.
- Closing Complex Deals: Run a consultative, value-driven sales process from first conversation to signature. Lead strong discovery, multi-thread across buying committees, negotiate effectively and close opportunities.
- Creating Your Own Pipeline: Generate your pipeline through strategic outbound, executive prospecting, networking, events and reactivating dormant accounts. Break into target accounts and build relationships from scratch rather than relying solely on inbound or BDR-sourced opportunities.
- Running Your Territory Like a Business: Build and execute account plans and maintain disciplined pipeline coverage. Track your conversion rates and know your numbers at every stage of the funnel.
- Forecasting and Deal Inspection: Keep CRM data accurate and current, and deliver reliable forecasts. Identify deal risk early and clearly articulate the status, next steps and path to close for every opportunity.
- Helping Build the US Sales Motion: Test new approaches, sharpen messaging and improve process as we scale. Feed customer and market insights back to Product and Marketing.
- Working as One Team: Partner closely with BDRs, Solutions, Customer Success and leadership to win new business, onboard customers smoothly and expand accounts over time.
- Representing AutogenAI: Build our presence at GovCon industry events, associations and networks to drive brand awareness and new opportunities.
What You'll Bring to the Team: - Experience: 4+ years of closing experience in B2B SaaS or technology sales. Exceptional performance and evidence of results matter more than tenure.
- A True Hunter: You genuinely enjoy prospecting, negotiating and winning new business, and you're comfortable breaking into accounts where you have no existing relationships.
- Product & Demo Enthusiasm: You enjoy learning the product and running multiple targeted demos. You're confident tailoring walkthroughs to prospect needs and using the product to drive discovery and deal progression, rather than relying heavily on an SE.
- Self-Generated Pipeline: A consistent history of building your own pipeline through outbound prospecting, networking and account penetration, rather than relying on inbound or BDR-sourced opportunities.
- Deal Execution: Excellent at discovery, multi-threading and navigating complex, multi-stakeholder buying processes. Comfortable guiding customers through security and compliance reviews.
- Operational Rigor: You run your territory like your own business. CRM discipline, accurate forecasting, pipeline management and deal inspection are second nature
- Tools and Methodology: Proficiency with Salesforce (or similar CRM) and established sales methodologies such as MEDDPICC.
- A Builder's Mindset: Proven success in a startup, scale-up or similarly high-growth environment. You're energized by building something rather than inheriting it.
- Hunger and Accountability: You're commercially ambitious, competitive, resilient, curious and highly accountable, with a strong sense of urgency. You're coachable and collaborative, but you don't need to be pushed into action.
Strongly Preferred: None of the following are required, but they will set you apart. Candidates who bring one or more of them will receive strong preference, especially when combined with the SaaS sales track record described above.
- Proposal Experience: Hands-on experience in proposal management, proposal writing, capture or bid management in Federal, SLED, commercial or AEC markets. Having sat in our customers' seats is a significant advantage in this role.
- Shipley Training: Formal Shipley training (for example, proposal management, capture management or the Business Development Lifecycle) and fluency in Shipley best practices.
- APMP Certification: APMP Foundation, Practitioner or Professional certification.
- GovCon Fluency: Experience selling into US Government Contractors or a strong working knowledge of the Federal/GovCon market.
Also Valued: - Education: Bachelor's degree preferred. Candidates without a degree will be considered where they have a strong record of success in complex B2B sales, business development, proposal and/or capture roles.
Compensation and Benefits: - Competitive Salary: $120,000 - $140,000 base (50/50 commission split, up to $280,000 OTE uncapped)
- Stock Options: Meaningful equity in the company.
- Comprehensive medical/dental/life insurance: Insurance coverage for individuals and families partially paid by the company as well as opportunity to participate in pre-tax health Flexible Spending Account.
- Retirement Plan: Ability to invest your pre-tax dollars in a 401(k) retirement plan with company matching contributions.
- Paid Time Off: Unlimited vacation (Yes, you read right!)
- Flexible Work Options: Based in DC/Northern Virginia with regular travel to NYC and customer events required.
- Paid parental leave: 12 weeks if you've just given birth, 4 weeks if your partner has just given birth (after one year of service)
- Additional Perks: Your choice of laptop (Mac or Windows), regular company events to connect with teammates, and opportunities for continued professional development.
