Bravado represents a privately held startup that develops AI-powered, real-time, voice-focused applications; think of the text chatbots we use every day, but with a lifelike voice experience. This 15-employee, Series A firm ($17 million in total funding), which has worked with hundreds of customers and partners since 2022, is seeking a Founding Account Executive to sell $100k to $500k+ ACV deals to companies looking to improve the conversational AI experience for their customers. Their ICP includes B2B companies (other tech firms) and B2C companies (think UCaaS, telecom, financial services). This role is remote and reports to the CEO.
Solution
Our client is redefining the role of AI in human communication by pushing beyond traditional text-based interactions. Initially focused on integrating large language models (LLMs) into business workflows, they have worked with hundreds of customers to harness the power of AI. Through this experience, the company has identified a crucial limitation: the majority of LLM applications today are confined to static, text-box interactions, which fail to capture the complexities of real-time human conversation.
To overcome this challenge, they are pioneering real-time, multi-modal AI models designed to function in dynamic, voice-driven environments. Rather than being restricted to chat-based exchanges, their solution aims to support AI that can engage in live, natural interactions, making it more effective for use cases like customer support, virtual assistants, and enterprise automation.
Role
- Individual contributor role, reporting to the CEO and working from your home office.
- $130k to $160k base salary, double OTE. Uncapped comp plan with accelerators. Company equity, medical benefits, and 401(k) round out the comp.
- You must have experience as a Founding Account Executive, or as one of the first few Account Executives hired at a fast-growth startup.
- You will typically call on Head of Product, VP of Product, CTO, VP of Engineering, or Head of Innovation.
- You have built repeatable prospecting and sales motions using modern AI sales tools to maximize your time by "automating yourself."
- No order takers please; you are scrappy, gritty, driven, creative, and passionate about AI sales!
- This is a Challenger Sale through and through – you are creating the need and creating the budget.
Culture
- 5.0 Glassdoor. "A culture of flexibility, respect, and motivation. The company offers ample room for personal growth and skill development."
- The founder / CEO previously led influential product teams at Google and Shopify.
- They launched their paid product in November 2024 and have 10+ customers already – including one for $500k+ ARR.
- One client writes: "Their capacity to coordinate enormous LLMs with big business information and work processes is staggeringly strong."
Official Job Description
As our Founding Account Executive, you’ll be the first dedicated sales hire, working directly with our CEO to define and execute our sales strategy. This is a rare opportunity to be at the forefront of a cutting-edge AI company, selling a deeply technical product to C-level executives in product and engineering. If you're a tenacious, strategic seller eager to build from scratch, this is the role for you.
What You’ll Do
- Own the full sales cycle—from outbound prospecting to closing six-figure deals with technical decision-makers.
- Develop and refine our GTM motion, building repeatable processes for pipeline generation, qualification, negotiation, and expansion.
- Engage directly with CTOs, VPs of Engineering, CPOs, and VP Product leaders, identifying pain points and demonstrating the value of our AI-powered solutions.
- Run product demos and technical deep dives, collaborating with our engineering team to tailor solutions to customer needs.
- Build and execute outbound sales strategies, leveraging data-driven prospecting tools and working closely with lead-gen partners.
- Navigate complex enterprise sales cycles, working with engineering teams who trial our platform before executive buy-in.
- Drive land-and-expand opportunities, ensuring initial wins turn into long-term strategic partnerships.
- Develop the sales playbook, documenting best practices and optimizing sales motions for future hires.
- Work closely with marketing and partnerships, aligning messaging and lead-generation efforts with our evolving market position.
- Travel to Seattle every two months for in-office collaboration with the executive and technical teams.
What We’re Looking For
- 3-5+ years of SaaS sales experience, with a strong track record of closing mid-market or enterprise deals.
- Experience selling technical products—you’ve sold to engineering, product, or AI/ML teams.
- Deep understanding of complex sales cycles—you know how to engage technical stakeholders and align with executive decision-makers.
- Previous Founding AE or early-stage startup experience—you thrive in ambiguity, move fast, and love to build.
- Strong outbound and prospecting skills—you’re proactive and don’t rely solely on inbound leads.
- Proven ability to educate and sell to highly technical buyers like CTOs, VPs of Engineering, and product leaders.
- Comfort with a consultative, solution-based sales approach—you uncover customer challenges and align solutions to their needs.
- Scrappy, self-starter mindset—you’re resourceful, adaptable, and eager to build our sales engine from the ground up.
- Bonus: Background in Sales Engineering (SE) or technical sales is a plus.
- Bonus: Experience selling AI/ML-powered products or working in the AI space.
Deal & Sales Motion
- Deal Size: $100K-$600K
- Sales Cycle: 1-3 months
- Land-and-expand motion with strong technical POCs
Compensation & Benefits
- Base Salary: $130K-$160K
- OTE: $260K-$320K (uncapped commission)
- Equity & Stock Options
- 401K & Full Benefits
