Founding Enterprise Account Executive

About the role

Founding Enterprise Account Executive Why AssemblyAI AssemblyAI builds the best-in-class Voice AI models powering the next generation of voice applications. Our models serve 600M+ inference calls monthly, process 1M+ hours of audio daily, and power 2 billion+ end-user experiences. The Voice AI space is at an inflection point; we’re looking for folks truly excited to join a small team and help define the future of the industry. We are one of the most capital-efficient AI companies on the planet - with under 100 people generating roughly $500K ARR per employee, we sit among the top 5 most revenue-dense teams within the fastest-growing AI companies today. That's not an accident; it's a deliberate choice to stay lean, move fast, and give every person on the team outsized ownership and impact. With thousands of customers including Granola, Fireflies, Figure AI, and CallRail, the company has real scale - processing over 2 million hours of audio daily and handling more than 1 million API calls every day. This is a rare growth-stage opportunity where the business is proven and the trajectory is steep, but the team is still small enough that your fingerprints are on everything. If you've ever felt buried under layers of bureaucracy, starved of real ownership, or frustrated watching your work disappear into a slow-moving org, AssemblyAI is built differently. The company operates as a true meritocracy, with no heavy planning or approval processes and no gatekeeping on the tools or information you need. For anyone who genuinely cares about voice AI, not as a trend to chase, but as a technology to build, this is the place where the most interesting problems at the most interesting scale are being solved by a team small enough that you'll actually know everyone's name. We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. No matter your race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply! About the role: We’re looking for AssemblyAI’s founding Enterprise Account Executive to own a book of strategic accounts and drive revenue across AssemblyAI’s Voice AI infrastructure offerings. This person will generate pipeline in target accounts, develop strong champions, lead model evaluations, and win over enterprise engineering and product leaders. The ideal candidate has a strong background in enterprise infrastructure or API sales, thrives on building pipeline from scratch, and is energized by working with technical buyers on products that win on performance and developer experience. This is a cross-functional role that requires close partnership with Applied AI, Research, Engineering, Marketing, and Deployment to shape go-to-market strategy and deliver an exceptional customer experience from first touch through deployment and beyond. What You’ll Do: - Own a book of enterprise accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout - Generate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions - Craft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies - Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close - Engage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals - Position AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation - Drive urgency through business value at every touchpoint, keeping deals moving forward with intent - Quarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction - Partner closely with Customer and Technology Teams to represent the enterprise voice of the customer and shape go-to-market strategy What You’ll Need: - 4+ years of enterprise infrastructure or API sales experience closing large deals with engineering and product audiences - A track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed - Technical fluency - comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers - Demonstrated ability to identify and develop champions who advocate internally on your behalf - A high sense of urgency and ownership; you move deals forward and don’t let them go stale - Comfort selling in a frictionless, product-led motion where customers stay because the product wins - Deep understanding of enterprise procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles - A willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites Pay Transparency: AssemblyAI strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity across our team. Our salary ranges are set to be competitive for our size, stage, and industry, and reflect just one component of the full compensation, benefits, and rewards we offer. Salary determinations consider a variety of factors, including relevant experience, technical depth, skills demonstrated during the interview process, and maintaining internal equity with peers on the team. The range shared below represents a general expectation for the posted position. However, we are open to considering candidates who may fall above or below the outlined experience level—in those...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleOwn a book of enterprise accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout
• check_circleGenerate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions
• check_circleCraft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies
• check_circleDevelop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close
• check_circleEngage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals
• check_circlePosition AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation
• check_circleDrive urgency through business value at every touchpoint, keeping deals moving forward with intent
• check_circleQuarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction
• check_circlePartner closely with Customer and Technology Teams to represent the enterprise voice of the customer and shape go-to-market strategy
• check_circle4+ years of enterprise infrastructure or API sales experience closing large deals with engineering and product audiences
• check_circleA track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed
• check_circleTechnical fluency - comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable