Founding Account Executive (AI Cloud)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Founding Account Executive (AI Cloud) based in Canada.

This is a high-impact, full-cycle sales opportunity for an experienced account executive passionate about AI infrastructure, cloud technologies, and developer tools. You will own the sales process from prospecting and discovery through negotiation and contract close, targeting high-growth startups, scale-ups, and enterprise customers. The role combines technical selling with strategic relationship building, engaging directly with CTOs, ML leaders, developers, and infrastructure decision-makers. You will work closely with senior commercial leadership and founders to shape acquisition and expansion strategies. As an early member of the sales organization, your work will directly influence the development of a repeatable go-to-market engine. This is an entrepreneurial environment offering significant ownership, autonomy, and the opportunity to help shape the future of AI deployment.

• Build, manage, and close a pipeline of high-growth startup, scale-up, mid-market, and enterprise accounts, owning opportunities from initial contact through signed agreement.
• Lead consultative discovery sessions and technical demonstrations tailored to customers' technology stacks, AI use cases, and infrastructure requirements.
• Develop executive-level relationships with CTOs, ML leaders, developers, and infrastructure decision-makers, becoming a trusted advisor throughout complex buying cycles.
• Create customized proposals and business cases that clearly connect customers' model inference requirements with the platform's capabilities and commercial value.
• Negotiate and close complex, multi-stakeholder deals while consistently delivering against revenue and quota targets.
• Identify expansion opportunities within existing accounts, including upsell and cross-sell opportunities that increase customer value and revenue.
• Partner with senior commercial leadership, BDRs, and developer-relations teams to improve pipeline generation, acquisition strategies, and sales playbooks.
• Maintain accurate CRM data, pipeline stages, activity records, and forecasts, using a disciplined and data-driven approach to sales management.
• Represent the organization at industry events and conferences to generate relationships, advance opportunities, and strengthen market presence.
• Collaborate with product and engineering teams by sharing customer feedback, market intelligence, and insights that can influence product direction.
• Use AI-powered tools to streamline account research, personalize outreach, automate workflows, and improve sales productivity.
• Mentor BDRs and contribute to defining effective pipeline-generation practices and standards for a growing go-to-market organization.

Requirements:

• 3–6 years of experience in a closing sales role, ideally within cloud infrastructure, MLOps, AI, developer tooling, or another technically sophisticated B2B technology environment.
• Demonstrated success selling to technical buyers, including developers, machine learning engineers, CTOs, infrastructure leaders, or similar stakeholders.
• Proven ability to manage complex, multi-stakeholder sales cycles involving discovery, technical evaluation, business-case development, negotiation, and closing.
• Strong technical literacy and the ability to understand customer architectures, AI workflows, infrastructure challenges, and technical use cases.
• Excellent written and verbal communication skills, with the ability to communicate complex technical and commercial concepts clearly and credibly.
• Entrepreneurial mindset with a high degree of autonomy, initiative, resilience, and willingness to build processes in an evolving environment.
• Strong forecasting, pipeline-management, organizational, and CRM discipline, with experience maintaining accurate sales data and reporting.
• Familiarity with HubSpot, Clay, ChatGPT, Claude, or comparable sales and AI productivity tools.
• Ability to collaborate effectively with founders, executives, product teams, engineering teams, BDRs, and other cross-functional stakeholders.
• Strong commercial judgment and a data-driven approach to prioritizing accounts, opportunities, and revenue-generating activities.

Benefits:

• Competitive base salary combined with commission-based compensation.
• Fully remote work opportunity within Canada.
• Significant ownership and autonomy as an early member of the account executive function.
• Direct collaboration with senior commercial leadership and company founders.
• Opportunity to help shape sales processes, acquisition strategies, and a scalable go-to-market engine.
• Exposure to a rapidly evolving AI infrastructure and open-model ecosystem.
• Opportunity to work with a technically sophisticated customer base and influence the adoption of next-generation AI technologies.
• Small, high-performing team environment with meaningful individual impact and career growth potential.