Delphina

Founding Account Executive

SF Bay Area. Posted 10 months ago

The role

You will build pipeline, close deals, and turn early wins into expansion while helping define how the company sells. You will own the entire buying process, including deal strategy, stakeholder coverage, and commercial terms.

What you will do

  • Build and maintain a healthy pipeline of mid-market or enterprise customers
  • Own deals from first conversation through close
  • Turn vague customer interest into decision-relevant problems
  • Identify buying committees, success criteria, and blockers
  • Lead high-impact proof-of-value motions in partnership with solutions and product
  • Quantify business impact and help customers build business cases
  • Develop strong customer relationships and identify new use cases post-close
  • Partner with founders to refine ICP, pricing intuition, and sales playbooks
  • Own pricing strategy, deal structure, and contract negotiations

Required qualifications

  • 3–5+ years of experience as a quota-carrying AE in B2B SaaS
  • Proven track record of closing mid-market or enterprise deals with multiple stakeholders
  • Strong discovery skills and comfort selling to both technical and business buyers
  • Ability to lead complex sales cycles that include POVs, pilots, or evaluations
  • Comfort operating with ambiguity and building while selling
  • High urgency and bias toward action
  • Clear, confident communicator written and verbal with senior leaders
  • Ownership mindset
  • Technical fluency to lead technical buyers and partner with Solutions Engineering
  • Use AI to build leverage

Nice to have

  • Experience 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 frameworks

Benefits

  • Industry competitive base salary
  • Commission with uncapped upside
  • Generous equity

About the company

Delphina is an early-stage AI company that helps teams answer complex, decision-critical questions quickly and reliably. The founders and team have experience from Uber, Google, Meta, and OpenAI.