The Short Version

You join as one of our first Account Executives, working alongside the team that built the product. Our customers already outgrow their plans on their own. Your job is to notice it, reach out, and move them onto the right ones. Farmer, not hunter.

What's Actually Going On Here

Viktor is growing fast, and most of our revenue expansion today happens reactively: customers hit their limits and top up on their own. Nobody proactively looks at the accounts that clearly need a bigger plan or a longer-term contract. That's the job. The pipeline already exists in the product data. You work it.

You'll be one of our first dedicated sales hires. No team to inherit, no playbook to follow. You work directly with the founders and our Chief Revenue Officer, who are still in the motion, and gradually take full ownership of conversion and expansion.
What You'll Actually Do

• Right-size existing accounts. Find teams that use far more than they pay for and move them onto the right plans.
• Own late-stage pipeline and enterprise inbound. Qualified conversations, not cold prospecting.
• Build your own target lists from usage and billing data, and decide who to talk to next.
• Run a consultative process. Short cycles, product-led conversations, real usage on the table.
• Shape the conversion playbook from day one. What converts, what messaging lands, what objections recur. Answers come from data, not guesses.

How You'll Know It's Working

• Accounts you touch end up on the right plans, and their usage keeps growing.
• Your pipeline comes from your own analysis, not from handoffs.
• The founders spend less time on expansion calls because you've earned the trust to run them.
• You can name what converts and what doesn't with specifics, not vibes.

Who You Are

• 4 to 8 years of closing experience in B2B SaaS.
• At least 4 years in a product-led conversion, expansion or sales-assist motion (think Notion, Airtable, Miro, Figma and similar), or closing experience at an AI-native company.
• Full-lifecycle seller: you source from product signal, run discovery, close, and stay close post-sale.
• Comfortable with data. Usage dashboards, billing history, building your own lists. SQL is a plus.
• AI-native, with evidence. Either you already sell with AI today (prospecting, research and follow-ups run through agents in your current role) or you've sold at an AI company. You can't sell Viktor without living the workflow.
• Happy being employee #1 or #2 in a function, with no enablement, no SC, no sales ops on day one.
• Based in (or ready to relocate to) New York.
• Fluent English. Spanish a plus.

Probably Not a Fit If

• Enterprise-only deals with 9-month cycles are your home turf.
• SDRs have always fed you meetings.
• Quota is the only number you care about, and you change logo every 18 months.
• "Leverage" comes up in your sentences more often than customers do.

Even Better If

• You have early-stage startup experience. Employee #1 to #20.
• You've sold AI, automation, or agent products and know how buyers evaluate this category.
• You've built your own book of business with SQL or analytics tooling.

How we work

Small team, high trust, low process. Decisions are made by owners, not committees. You will ship your first week. You will talk to users your first day.

We don't do alignment meetings or stakeholder syncs. We build things, see if they work, and iterate.

Compensation

Annual Base Salary Range: $100,000-$270,000 USD

The best work happens when you're in the room. This role is based in New York City.