Digital Native AI Account Executive

We're looking for an AI Native Startups Account Executive to own a book of accounts and drive revenue across AssemblyAI's Voice AI infrastructure offerings. This person will generate pipeline in target accounts, develop strong champions, lead model evaluations, and win over engineering and product leaders at the fastest-growing AI-native companies building with voice. This is a cross-functional role that requires close partnership with Applied AI, Research, Engineering, Marketing, and Deployment to shape go-to-market strategy and deliver an exceptional customer experience from first touch through deployment and beyond.

Responsibilities

Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout; Generate pipeline through proactive, creative outbound, including personalized outreach, conferences, exclusive events, and warm introductions; Craft outbound communications that deliver real value to prospects, such as custom benchmarks, competitive insights, and use-case-specific demos; Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close; Engage multiple leadership stakeholders in parallel (CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers) to build consensus and de-risk deals; Position AssemblyAI's value and pricing against alternatives with clear quantitative and qualitative differentiation; Drive urgency through business value at every touchpoint; Quarterback complex, multi-threaded deals; Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy

Requirements

2+ years of infrastructure or API sales experience closing deals with engineering and product audiences; Track record of building pipeline from scratch, including breaking into cold accounts and creating opportunities where none existed; Technical fluency in discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers; Demonstrated ability to identify and develop champions who advocate internally; High sense of urgency and ownership; comfort selling in a frictionless, product-led motion; Deep understanding of procurement, legal, and security review processes; Willingness to travel 50%+ of each month; Must be based in San Francisco or New York City, with an expectation of 3 days a week in-office attendance to start but flexible schedule

Benefits

Competitive equity grants; 100% employer-paid benefits; 401k match up to 4% for US-based full-time team members; Working alongside the team in San Francisco or New York City office