Account Executive

About the role

This role is on-site in Palo Alto, CA.

The Role

Co-founders and VP of Sales are hiring our first Account Executive dedicated to NDI (Nace Data Intelligence). You’ll work directly with our CEO to own the commercial motion for a brand-new product: taking over the inbound interest and early customers generated by launch, converting them into paying accounts, and building the sales playbook that the rest of the team will follow.

This is a founding sales role at an early-stage company. You’ll be selling a technical product to technical buyers, working without a mature playbook, and shaping how NDI is positioned, priced, and sold. If you want a ready-made territory and a well-oiled sales org, this isn’t it. If you want to be the person who figured out how a new AI product gets sold, read on.

What You’ll Do

• Own the full sales cycle for NDI (Nace Data Intelligence), our new OCR product - qualification, discovery, demo, technical evaluation, commercial negotiation, and close - for inbound leads and the early-customer pipeline from launch
• Partner day-to-day with the CEO on deal strategy, pricing, and go-to-market priorities; run the pipeline he’d otherwise be running himself
• Build outbound motion into target segments (financial services, fintech, accounting and audit firms, and developer teams building document-heavy products) and refine the ICP based on what actually converts
• Run technical demos and coordinate proof-of-concept evaluations with our engineering team; translate customer requirements into clear feedback for the product roadmap
• Own the CRM: keep pipeline data clean, forecast accurately, and report weekly on pipeline health and conversion
• Develop the NDI sales playbook - qualification criteria, discovery guides, objection handling, pricing guidance, and case studies - so the next hires can ramp fast
• Manage the handoff from closed deal to onboarding and work with the team to ensure early customers expand
• Represent Nace AI at industry events, developer conferences, and customer meetings

What We’re Looking for

• 4+ years of B2B SaaS sales experience with at least 2 years closing as an Account Executive; experience selling API, developer, data, or infrastructure products strongly preferred
• Track record of hitting or exceeding quota, ideally in a startup or new-product environment where you helped define the motion rather than inherited it
• Comfort selling to technical buyers - engineering leads, CTOs, heads of data - and the ability to run a credible demo and hold your own in a technical evaluation conversation
• Experience in or exposure to financial services, fintech, accounting, or audit is a plus
• Strong written and verbal communication; you can explain a complex product simply and write a follow-up email people actually reply to
• Highly organized and self-directed; you keep a clean pipeline without being asked
• You’re comfortable working closely with a CEO, taking direction, pushing back with data, and doing the unglamorous work of a founding role
• Based in or willing to relocate to the Bay Area

Nice to Have

• Prior experience as a first or early sales hire
• Familiarity with document AI, OCR, RAG, or retrieval systems
• Experience selling usage-based or consumption-priced products