Account Executive at NaceAI in Palo Alto, CA

Job description

• Application
• This role is on-site in Palo Alto, CA.
• The role
• Co-founders and VP of Sales are hiring our first Account Executive dedicated to NDI (Nace Data Intelligence). You’ll work directly with our CEO to own the commercial motion for a brand-new product: taking over the inbound interest and early customers generated by launch, converting them into paying accounts, and building the sales playbook that the rest of the team will follow.
• This is a founding sales role at an early-stage company. You’ll be selling a technical product to technical buyers, working without a mature playbook, and shaping how NDI is positioned, priced, and sold. If you want a ready-made territory and a well-oiled sales org, this isn’t it. If you want to be the person who figured out how a new AI product gets sold, read on.

Responsibilities

• Own the full sales cycle for NDI (Nace Data Intelligence), our new OCR product — qualification, discovery, demo, technical evaluation, commercial negotiation, and close — for inbound leads and the early-customer pipeline from launch
• Partner day-to-day with the CEO on deal strategy, pricing, and go-to-market priorities; run the pipeline he’d otherwise be running himself
• Build outbound motion into target segments (financial services, fintech, accounting and audit firms, and developer teams building document-heavy products) and refine the ICP based on what actually converts
• Run technical demos and coordinate proof-of-concept evaluations with our engineering team; translate customer requirements into clear feedback for the product roadmap
• Own the CRM: keep pipeline data clean, forecast accurately, and report weekly on pipeline health and conversion
• Develop the NDI sales playbook — qualification criteria, discovery guides, objection handling, pricing guidance, and case studies — so the next hires can ramp fast
• Manage the handoff from closed deal to onboarding and work with the team to ensure early customers expand
• Represent Nace AI at industry events, developer conferences, and customer meetings

Requirements

• 4+ years of B2B SaaS sales experience with at least 2 years closing as an Account Executive; experience selling API, developer, data, or infrastructure products strongly preferred
• Track record of hitting or exceeding quota, ideally in a startup or new-product environment where you helped define the motion rather than inherited it
• Comfort selling to technical buyers — engineering leads, CTOs, heads of data — and the ability to run a credible demo and hold your own in a technical evaluation conversation
• Experience in or exposure to financial services, fintech, accounting, or audit is a plus
• Strong written and verbal communication; you can explain a complex product simply and write a follow-up email people actually reply to
• Highly organized and self-directed; you keep a clean pipeline without being asked
• You’re comfortable working closely with a CEO, taking direction, pushing back with data, and doing the unglamorous work of a founding role
• Based in or willing to relocate to the Bay Area
• Prior experience as a first or early sales hire
• Familiarity with document AI, OCR, RAG, or retrieval systems
• Experience selling usage-based or consumption-priced products

Skills

Required

• B2B SaaS sales
• Account Executive closing
• Technical selling
• Running technical demos
• CRM management
• Forecasting
• Pipeline management
• Communication
• Organization
• Self-direction
• Comfort working with CEO