Founding Account Executive
- Location
- New York
- Workplace
- Remote
- Compensation
- Equity
About this role
About the Role
You'll be Catio's founding Account Executive, building the commercial engine alongside the CEO in a category-creation market where there's no incumbent playbook, no established budget, and no clear path to how this gets sold. You'll own complex, consultative enterprise sales cycles end-to-end, landing the lighthouse customers that establish Catio in the market and defining how a new category is sold.
What You'll Do
- Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
- Engage architects, staff+ engineers, and platform teams early to understand their architecture challenges, modernization goals, and organizational constraints.
- Multi-thread across technical champions, engineering leadership, and executive sponsors to build 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—BVAs, ROI, velocity, and risk reduction—that 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.
- Shape positioning, ICP, and the go-to-market system through field insights that scale the company.
- Feed high-fidelity market intelligence back into product, positioning, and activation.
What We're Looking For
- 6–10 years of enterprise SaaS sales experience selling complex platforms into technical buyers.
- 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 offerings.
- Proven ability to navigate multi-stakeholder enterprise buying processes with technical champions and executive sponsors.
- Background operating in early-stage or founder-led environments where GTM systems were still being defined.
- Consultative and diagnostic mindset—you frame situations before pitching and bring structure to ambiguous problems.
- Technical credibility to engage confidently with architects, principal engineers, and engineering leadership.
- Artifact-driven approach—you translate technical validation into clear, decision-grade deliverables.
- Ability to convert product-led usage and intent signals into structured enterprise sales.
- Champion builder who identifies and enables internal advocates.
- High grit and comfort thriving in 0→1 environments through ambiguity.
- Builder mindset and desire to shape the early commercial system of a category-defining company.
Location
Remote.
What happens next
Skip the application pile. I get you in front of the people who decide.
Confirm the fit
A few questions to make sure this role is the right shape for you. Two minutes.
I pitch you to the company
I write the intro, send it to the founder, and handle the back-and-forth.
A meeting lands on your calendar
When the company wants to meet, I get the call on your calendar. You just show up.
Culture & values
We operate with high trust and integrity — internally and externally.
We work with senior technical leaders who expect rigor, clarity, and principled communication; we hold ourselves to that same bar.
We move with urgency, but optimize for long-term, principled outcomes — never short-term gains that compromise trust.
We bring deep experience across AI, enterprise systems, and high-growth environments — we're building a durable, category-defining company with the ambition to set the standard for how modern software systems are designed and governed.
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