Account Executive, Digital Natives

The role

You will own a territory of high-growth, engineering-driven companies to build pipeline and close net-new customers. You will sell a deeply technical product by connecting infrastructure performance to business outcomes.

What you will do

• Own a territory of high-growth, engineering-driven companies from prospecting through close.
• Identify accounts where Blacksmith can have the greatest impact.
• Build relationships across engineering, platform, DevOps, finance, and executive stakeholders.
• Run a disciplined sales process from initial conversation through evaluation, commercial negotiation, and close.
• Create pipeline through targeted outbound, creative prospecting, events, referrals, and your own network.
• Partner with Solutions Engineers to run technical discovery, evaluations, and proof-of-concepts.
• Translate improvements in speed, reliability, developer productivity, and infrastructure cost into a compelling business case.
• Multithread from individual engineers and platform teams to engineering leadership, founders, and CTOs.
• Navigate security, procurement, legal, and commercial negotiations.
• Bring customer and market feedback directly to product and engineering.

Required qualifications

• 3+ years of quota-carrying AE experience, ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS.
• Track record of consistently generating your own pipeline and winning net-new logos.
• Comfortable selling to engineers and technical executives and can build credibility with highly technical buyers.
• Curious enough to learn how the underlying technology actually works.
• Know how to run a structured sales process while moving quickly when the customer is ready to move.
• Can navigate both bottom-up adoption and top-down enterprise buying motions.
• Experience multithreading, building champions, and connecting technical value to business outcomes.
• Communicate clearly and can make complicated infrastructure concepts easy to understand.
• High standards for preparation, follow-through, and pipeline discipline.
• Want to build.

Nice to have

• Experience selling into Digital Native, startup, or developer-first companies.
• Experience selling CI/CD, developer infrastructure, cloud infrastructure, observability, databases, security, or adjacent products.
• Familiarity with GitHub Actions, CI pipelines, cloud economics, or developer productivity.
• Experience working in a PLG or product-led sales environment.
• Worked at an early-stage or hypergrowth company.
• Built territories, outbound motions, or sales processes from scratch.

Benefits

• Competitive base salary and uncapped commission
• Meaningful equity
• Medical, dental, and vision insurance
• 401(k) match
• Unlimited PTO
• Early-exercise stock options
• 12 weeks of fully paid parental leave in the U.S.
• Annual company offsite

About the company

Blacksmith builds infrastructure to run CI workloads faster and cheaper using a global fleet of bare-metal machines. The company orchestrates tens of millions of Firecracker VMs each week for 7,000+ companies.