The Role
Most communications platforms resell someone else's network. We built ours - a private global IP network, our own carrier interconnects, and the voice, messaging, wireless, and inference stack that runs on top of it. When latency and uptime are the product, owning the infrastructure is the difference between a demo and a deployment.
We're hiring Enterprise Account Executives to sell that stack across US West. You'll own a named list of 30-40 accounts and work in a pod with a dedicated Forward Deployed Engineer (FDE) to turn them into production Telnyx customers.
This is not a remote overlay on an existing territory. One AE, one FDE, full cycle - executive relationship through production deployment. You win together. Nothing gets thrown over the wall.
You sell the workload, not the SKU. Enterprises buy a production outcome - an AI contact center, a SOC/NOC agent, global communications, connected mobility, enterprise inference - that runs on Telnyx primitives. You lead with the outcome, not the product menu.
The Pod Model
Enterprise AE - owns the named-account list, builds the executive relationships, gets in the room, runs commercial qualification and close, expands the account.
Forward Deployed Engineer - owns technical discovery, designs the architecture, builds the proof of concept when one is required, gets the first workload live, clears blockers and finds the next workload.
What You'll Do
• Own 30-40 named enterprise accounts in US West, narrowing to about 10 Tier 1 accounts, each worth $1M+ in annual potential
• Write a workload thesis for every Tier 1: the specific production outcome, who owns it, what it's worth, and what has to be true to win it
• Get in the room with CIOs, CTOs, VPs of Engineering, and the line-of-business owners who actually hold the budget
• Run the full cycle alongside your FDE - prospect, qualify, design the commercial architecture, negotiate, close
• Agree the commercial destination before any custom work begins. No free discovery, no free development.
• Hold the line on POC discipline: named executive sponsor, written success criteria, production pricing already discussed, a decision date, and a signed commercial document. POCs end in production or they end.
• Expand the account - one workload becomes three, one $500K customer becomes a $2M customer
• Forecast accurately and keep the pipeline clean. No surprises.
What We're Looking For
• 5+ years of enterprise sales experience selling CPaaS, UCaaS, CCaaS, telecom, or AI/ML platforms
• Consistent overachievement against a seven-figure quota, with individual deals over $1M
• Credible with executive and technical buyers alike - you hold your own in the boardroom and in the architecture review
• Hunter mentality. You build your own pipeline and you like doing it.
• Consultative selling range: you can build the ROI case for a CFO and the technical case for a VP of Engineering, and hold your ground against Twilio and Vonage
• Disciplined with a methodology (MEDDPICC, Challenger, SPIN) and with the stack (Salesforce, Outreach, Gong)
• Excellent written and verbal communication. You listen before you pitch.
• Willing to travel across US West to meet customers in person
Bonus Points For
• Fortune 500 or large-enterprise new-logo experience in the US West market
• Complex sales cycles involving RFPs and competitive bake-offs, plus procurement, security, and legal review
• Working knowledge of SIP trunking, number provisioning, carrier networks, or AI/ML infrastructure
• Established relationships in the US West enterprise ecosystem - entertainment/media (Disney, Warner Bros, Netflix, Sony Pictures, Live Nation), aerospace/defense (Boeing, Lockheed Martin, Northrop Grumman, Raytheon), tech/SaaS (Google, Meta, Salesforce, Adobe, ServiceNow), or SF/Seattle/Phoenix/Las Vegas markets
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