Founding Account Executive

Bluejay is building the simulation, evaluation, and observability layer for voice + text AI agents. We work with Fortune 500s, multinational corporations, and high-growth startups to ensure their AI agents actually perform as intended in production. We raised a $4M seed backed by Floodgate, Peak XV, and YC. Now we're looking for a cracked, founding AE to report directly to the CEO and build Bluejay's revenue engine from the ground up—from first outbound message to signed contract. ## Why this role exists We have real early traction, but founder-led sales has a ceiling. We need someone who can turn that traction into a repeatable, scalable commercial motion. This is not a role where you inherit a mature playbook or a fat pipeline. You'll be the first dedicated seller at Bluejay, working directly with the founder to define how we sell, who we sell to, and what the commercial motion looks like as we scale. ## What You'll Own **Close, Full-Cycle** * Build and own pipeline from scratch—you can self-source, not just work what's handed to you * Run deals end to end: discovery, demo, technical validation, POC, negotiation, close * Sell to AI engineers, founders, and enterprise buyers deploying agents in production * Translate technical product value into real business urgency **Build the Motion** * Turn the founder-led sale into a documented, repeatable playbook * Define sales stages, qualification criteria, and deal-progression standards * Build CRM infrastructure and real forecasting discipline * Partner with our founding SDR as pipeline scales, but never depend on it **Own the Hard Parts of Enterprise** * Navigate the full commercial gauntlet: security reviews, procurement, and legal redlines * Shape competitive and POC strategy, including evaluation frameworks that show off where Bluejay wins * Close with clear success criteria and set the foundation for expansion and retention ## You Will Be * Closing * Self-sourcing pipeline * Building systems * On-site with customers * In the trenches with founders This is a founding-level ownership role, not a seat where leads get handed to you. You're building how Bluejay sells. ## Who You Are We're looking for a builder-seller who has created pipeline from zero and carries a number like it's personal. **Must-Haves** * You've run full-cycle deals and self-sourced your own pipeline—and you can prove it. * You can hold a credible conversation about our world—simulation, evals, observability, what happens when an AI agent fails in production. You translate technical value into business urgency without losing the technical buyer. * You're comfortable owning commercial complexity: security reviews, procurement, and legal redlines don't scare you. * You think in systems, not just deals. You're building a motion, not closing in a vacuum. * Highly autonomous, adaptable, and coachable, with real comfort in a no-playbook environment. **Core Traits** * Highly AI-native in how you work * Scrappy and resourceful * Gets excited building process from zero * Works well across engineering, product, and design * Comfortable being wrong quickly **Desirable Quirks** * Physically cringes at a stalled deal or a sloppy pipeline * Has strong opinions about what actually moves a buyer * Loves a clean, honest CRM and tight forecasting * Reads the room better than the script * Thinks selling is part discovery, part teaching, part timing **Experience That Matters** * 3–5 years of full-cycle closing experience * Time in an early-stage or no-playbook environment * Demonstrated ability to self-source pipeline * Comfort selling technical or infrastructure products to technical buyers * Experience navigating enterprise procurement and security review **Strong Signals** * You've sold AI infrastructure, dev tools, observability, or trust/compliance platforms * You've sold to both technical buyers and business stakeholders * You've shaped competitive POC criteria and won nuanced enterprise deals * Former founder, or early/founding seller somewhere before ## What This Is Not * Not a "work the leads handed to you" role * Not a single-stage or SDR seat * Not a late-stage, highly specialized position * Not for someone who needs rigid structure This is for someone who wants to define how Bluejay sells. ## Logistics * Full-time, in-office * You'll report to and work extremely closely with the CEO ## Compensation * Base + uncapped commission, calibrated to experience _(placeholder — confirm before posting)_ * Meaningful early-stage equity * A path to sales leadership as we grow If you want to own closing and build the sales engine behind the infrastructure powering AI agents at the largest companies in the world… Let's talk. Visa sponsorship is not available for this role.