About the RoleWe are seeking a Mid-Market Account Executive to own the full sales cycle for companies under 500 employees adopting our AI platform. In this role, you will source, develop, and close deals with technical and business buyers at high-growth companies - converting inbound interest, OSS community signals, and outbound prospecting into new ARR. You will work closely with your manager and cross-functional teammates to run tight, efficient sales cycles and build the mid-market motion from the ground up.
Responsibilities- Own the full sales cycle - prospecting, discovery, evaluation, negotiation, and close - for accounts under 500 employees.
- Source and develop your own pipeline through outbound prospecting, OSS community signals, and partner referrals.
- Run structured discovery to uncover technical requirements, business pain, and decision criteria.
- Navigate multi-threaded deals involving technical evaluators, economic buyers, and end users.
- Collaborate with Solutions Engineers and Forward Deployed Engineers to run focused POCs tied to clear success criteria.
- Consistently achieve or exceed ARR and pipeline targets.
- Maintain accurate CRM hygiene and deliver reliable forecast calls weekly.
- Provide customer and market feedback to influence messaging, packaging, and product roadmap.
- Represent LlamaIndex at industry events and in developer communities where our buyers live.
Required Qualifications- 2-5 years of full-cycle SaaS sales experience with a consistent track record of quota attainment.
- Proven ability to prospect and build pipeline independently - not solely dependent on inbound.
- Experience selling to technical buyers including engineers, data teams, or developer personas.
- Comfort navigating deals at companies with fast decision cycles and limited procurement overhead.
- Familiarity with deal qualification frameworks (MEDDIC or equivalent) and value-based selling.
- Startup experience: Ability to operate with minimal process, build your own playbook, and thrive in an ambiguous, resource-constrained environment.
- Strong written and verbal communication - crisp discovery, sharp follow-up, clear emails.
- AI-first operator: actively uses AI tools for account research, call prep, outreach, and pipeline management.
Preferred Qualifications- Experience selling AI/ML, developer tools, data infrastructure, or OSS-adjacent products.
- Familiarity with technical POC cycles and build-vs-buy conversations with engineering teams.
- Prior experience at a company with an OSS or community-led growth motion.
- Track record of landing net-new logos and expanding initial contracts.
LocationSan Francisco, CA.
