Founding Account Executive

Why This Role is ExcitingDo you want to own revenue at an early-stage AI company, not just carry a quota?Do you like running real deals end-to-end, from first conversation through POV, close, and expansion?Do you want a role where your judgment directly shapes how a company wins, prices, and scales?At Delphina, this role sits at the center of growth. You'll own pipeline and deals, guide sophisticated buyers through high-stakes proof-of-value motions, and turn early wins into durable expansion. You'll work directly with the founders and help define how we move from founder-led sales to a repeatable, scalable GTM engine.This is not a traditional "run the script" AE role. It's for someone who wants real ownership -- of customers, revenue, and the systems that turn early traction into a company.Why This Market MattersMost companies have plenty of data but still struggle to answer their most important questions. Dashboards are brittle. Analytics is slow. Answers often require scarce data engineering time. And executives don't trust results enough to act.Delphina helps teams answer complex, decision-critical questions quickly and reliably -- without long build cycles or heavy engineering lift. Our customers aren't buying prettier charts. They're deciding where to invest, what to stop, and how to grow.That urgency creates real budgets, senior buyers, and expansion-driven deals -- the kind of market where strong AEs can build meaningful, repeatable revenue.Why Delphina Will WinFounders and team with experience solving these problems at Uber, Google, Meta, OpenAI; educations from Stanford, Harvard, Princeton, BerkeleySupport and funding from world-class angels and VCs including Fei-Fei Li, Costanoa Ventures, and Radical VenturesAI-native technology designed for complex questions, not a bolt-on to pre-LLM analyticsHands-on POVs that deliver value fast and create convictionFounder-led product and GTM with tight feedback loopsEarly customer traction and a clear path to scaling revenueThe RoleYour job: build pipeline, close deals, and turn early wins into expansion -- while helping define how we sell.You'll own deals end-to-end: sourcing and qualifying opportunities, running discovery, guiding customers through POVs, building business cases, closing contracts, and identifying expansion paths. Along the way, you'll help turn what works into repeatable sales plays, pricing intuition, and GTM systems that scale beyond founder involvement.This role sits at the intersection of sales, value engineering, and early GTM strategy. It's ideal for someone who wants quota-carrying responsibility and meaningful influence over how the company grows.What You'll Be Responsible ForPipeline & DealsBuild and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansionOwn deals from first conversation through close, with clear qualification and momentumDiscoveryTurn vague customer interest into decision-relevant problems tied to real business outcomesIdentify buying committees, success criteria, and blockers earlyPOV LeadershipLead high-impact proof-of-value motions in partnership with solutions and productKeep POVs focused, urgent, and tied to a clear buying decisionValue EngineeringQuantify business impact and help customers build internal conviction and a buyer-ready business caseExpansionDevelop strong customer relationships and identify new use cases, teams, and value opportunities post-closeGTM BuildingPartner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooksTurn early wins (and losses) into repeatable systemsWhat We're Looking ForMust-Have3-5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed-Series C)Proven track record of closing mid-market or enterprise deals with multiple stakeholdersStrong discovery skills and comfort selling to both technical and business buyersAbility to lead complex sales cycles that include POVs, pilots, or evaluationsComfort operating with ambiguity and building while sellingHigh urgency and bias toward actionClear, confident communicator -- written and verbal -- with senior leadersOwnership mindset: you take responsibility for outcomes, not just activitiesGrowth mindset and willingness to learn technical concepts well enough to sell crediblyYou use AI to build leverage (research, prep, follow-ups, systems), not just write emailsNice-to-HaveExperience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)Experience selling deals that expand over time (land-and-expand motions)Experience helping build early sales playbooks, pricing intuition, or qualification frameworksThis Role Is NotA demo-only or order-taking sales roleA narrowly scoped SDR-to-AE handoff machineA post-sales account management roleA role where product, pricing, and GTM strategy are "already figured out"Why This Role Is SpecialYou'll help define how Delphina goes from founder-led sales to a real GTM engineYou'll work directly with the founders on deals, strategy, and positioningYou'll have meaningful ownership and autonomy -- this is a high-trust roleYou'll sell a product that delivers real, provable value fastYou'll build a foundation that can scale into a full sales orgIndustry competitive base salary plus commission with uncapped upsideGenerous equity as part of the founding GTM team

Created: 2026-04-02