Account Executive

The role

You will build your own pipeline and win competitive deals by selling to business and technical buyers. You will help shape the Bay Area go-to-market strategy and grow your book of business.

What you will do

• Build your own pipeline by identifying and creating opportunities.
• Win competitive deals against established brands and build-it-yourself alternatives.
• Sell to business and technical buyers together.
• Partner with Sales Engineers to sell to CROs, RevOps leaders, and IT teams.
• Turn customer goals into a clear business case.
• Retain and expand won accounts year over year.
• Work with sales leadership to shape and scale the Bay Area go-to-market.
• Try new ways to acquire customers.

Required qualifications

• 4–10 years of professional experience in selling and closing as an Account Executive or founder.
• 2+ years of experience at a seed or Series A/B company.
• Experience generating a large share of own pipeline.
• Consistently over quota and near the top of your team.
• Fluent in AI and use of AI tools in daily work.
• Comfortable with technical buyers.
• Scrappy and competitive.
• Based in the Bay Area, within a reasonable commute of the San Francisco office.

Nice to have

• Have founded or co-founded a startup and personally sold and closed its customers.
• Have won as the underdog against the biggest brands in its category.
• Understand the revenue tech stack.
• Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold into revenue and ops teams.
• Have sold an AI product, or sold to buyers evaluating AI.

Benefits

• Stock options

About the company

Tray.ai is the enterprise orchestration platform for data and AI. The platform unifies AI agent building, MCP governance, integration across 700+ apps, and automation.