The RoleWe're looking for a builder who happens to sell. As an Account Executive based in the San Francisco Bay Area, you'll create opportunities from nothing, win against bigger names, and help some of the most ambitious companies on the West Coast move from AI experiments to AI running in production. Reporting to our Co-Founder & Chief Revenue Officer - Dom, you'll build your own pipeline, run complex deals with business and technical buyers, and grow the accounts you win. You'll also help shape how we sell in the Bay Area, bringing new and creative ways to find and win customers.
What You'll DoBuild your own pipeline. Identify the right accounts, get into them and create opportunities yourself. Most of your pipeline will be self-sourced. You are a natural hunter. Win competitive deals. Sell against established brands and build-it-yourself alternatives by understanding the buyer's problem better than anyone else in the room.
Sell to business and technical buyers together. Help CROs, RevOps leaders and IT teams see what AI orchestration makes possible, and give architects and security teams the
confidence to say yes. You'll partner closely with our Sales Engineers to do it. Express customer value in ways that inspire action. Turn a customer's goals into a clear business case they'll champion internally.
Grow your book of business. Retain and expand the accounts you win, year over year. Help build the playbook. Work with sales leadership to shape and scale our Bay Area go-to market, and try new ways to acquire customers.
Experience- 4-10 years of professional experience, with a strong record of selling and closing - as an Account Executive, or as a founder who personally sold to customers.
- Early-stage experience. You've spent 2+ years at a seed or Series A/B company, ideally in a go-to-market role, and built something that didn't exist before you.
- A pipeline builder. You've worked where reps generate a large share of their own pipeline, and you can walk through exactly how you do it, with numbers.
- Consistently over quota, and near the top of your team.
- Fluent in AI. You can explain the AI landscape to a buyer in plain terms, separate real deployment from hype, and you use AI tools in your own work every day.
- Comfortable with technical buyers. You can explain a complex product to line-of-business and technical audiences and instil confidence in both.
- Scrappy and competitive. You enjoy competitive deal cycles and finding creative ways to win, especially when you're not the biggest name in the room.
- Based in the Bay Area, within a reasonable commute of our San Francisco office. We currently go into our San Francisco office every Wednesday.
You'll really stand out if you- Have founded or co-founded a startup and personally sold and closed its customers - whether or not it worked out.
- Have won as the underdog, closing deals at a small company against the biggest brands in its category.
- Understand the revenue tech stack: how CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing and RevOps tools fit together, and what breaks when data moves between them. Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold into revenue and ops teams is ideal.
- Have sold an AI product, or sold to buyers evaluating AI, and have a point of view on how AI is reshaping go-to-market teams.
SalaryThe on target total compensation for this role is $200,000-$300,000 annually.
Our salary range is based on paying competitively for our size, industry, and location of the role, and is one part of many other compensation, benefit and reward opportunities we provide, including stock options.
Individual pay rate decisions are based on a number of factors including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company.
The range above is a good faith estimate based on the expectations as laid out in the job description, however we are often open to a wide variety of profiles and recognize that the person we hire may be less or more experienced than this job description as posted. For this reason, the actual salary may vary from the estimate provided above.
Your team will fully support you to do your best workOur team is full of humble but fiercely ambitious people, who take immense pride in what they do. We work in a culture built on performance, friendship, transparency, and looking out for one another. The heart of Tray.ai is made of generosity and trust. It is a community built on individual interactions between people who think differently; who are always available to help, to answer questions, and to empower. You'll have endless opportunities to learn and grow in a fun, fast paced, and open environment. We love to achieve things that haven't been done before.
LocationAlthough Tray.ai is a remote-first organization, this Account Executive will be supporting our West coast clients. Due to the nature of this work, we are prioritizing candidates based in the San Francisco Bay Area.
