Why This Role Stands Out
As a Founding Account Executive, you will play a pivotal role in building Clera's sales engine from the ground up in a groundbreaking AI market, offering unparalleled career growth and the chance to shape a new category. This remote opportunity is ideal for ambitious, mid-senior sales professionals with enterprise SaaS experience who thrive on defining go-to-market strategies and driving significant impact. Apply now to be at the forefront of innovation and define the future of AI infrastructure sales.
Quick Overview
Job Description
About the Role
This is a founding commercial role at an early-stage AI infrastructure startup, where you will build the sales engine from the ground up alongside the CEO in a true category-creation market. There is no incumbent playbook here: you will define how a new category gets sold, land the lighthouse customers that establish the company in the market, and shape the go-to-market system through your field experience.
What You'll Do
Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
Engage architects, staff-level engineers, and platform teams early to understand architecture challenges, modernization goals, and organizational constraints.
Multi-thread across technical champions, engineering leadership, and executive sponsors to build deal-wide alignment.
Partner with a Solutions Architect to translate technical validation and proof-of-value work into decision-grade artifacts.
Convert technical proof into clear business narratives, including BVAs, ROI, velocity, and risk reduction, to move deals forward.
Structure and drive proof-of-value engagements with clear success criteria and mutual action plans.
Partner closely with the CEO to secure executive alignment and drive deals to close.
Feed high-fidelity market intelligence back into product, positioning, and go-to-market strategy.
What We're Looking For
6 to 10 years of enterprise SaaS sales experience with full-cycle ownership, from pipeline generation through closing.
Demonstrated success generating pipeline and closing net-new business in emerging or category-creation markets.
Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technology to technical buyers.
Proven ability to navigate multi-stakeholder enterprise buying processes involving technical champions, CTOs, VPs of Engineering, and platform leadership.
Credibility to engage confidently with architects, principal engineers, and engineering leadership.
Experience operating in early-stage or founder-led environments where GTM systems and sales playbooks were still being defined.
Consultative and diagnostic mindset: you frame situations before pitching and bring structure to ambiguous problems.
Experience converting product-led usage and intent signals into structured enterprise sales processes.
High grit and comfort operating in 0 to 1 environments with undefined processes and real ambiguity.
Exposure to modern cloud-native ecosystems, including hyperscalers, data platforms, developer infrastructure, or AI platforms, is a plus.
Location
Fully remote. Primary location is New York, NY, United States. Visa sponsorship is not available; candidates must be eligible to work in the United States.