Digital Native AI Account Executive

Assemblyai; Greater London; On-site; GBP 104,000 - 156,000; Full time

Job summary

AssemblyAI is seeking an AI Native Startups Account Executive to own a book of AI-native startup accounts and drive revenue across our Voice AI infrastructure offerings. You will generate pipeline, build champions, lead model evaluations, and win over engineering and product leaders at fast-growing AI-native companies.

This cross-functional role requires collaboration with Applied AI, Research, Engineering, Marketing, and Deployment to shape go-to-market strategy and deliver an exceptional

Qualifications

• 2+ years in infrastructure or API sales closing with engineering/product audiences.
• Proven pipeline-building from scratch in cold accounts.
• Fluent in discussing API architectures, model accuracy, and deployment options.
• Ability to identify champions who advocate internally.
• High sense of urgency and ownership; move deals forward.
• Comfort with a frictionless, product-led sales motion.
• Understanding procurement, legal, and security review processes.
• Willing to travel 50%+ monthly for customer visits and events.
• Based in San Francisco or New York City.

Responsibilities

• Own a book of AI-native startup accounts and lead full sales cycles from prospecting to production rollout.
• Generate pipeline via proactive outbound, conferences, events, and warm introductions.
• Craft outbound communications with real value: benchmarks, insights, and demos.
• Develop champions within accounts to shepherd deals to close.
• Engage CTOs, VPs, and other leaders to build consensus and reduce risk.
• Position value and pricing against alternatives with clear differentiation.
• Drive urgency with business value at every touchpoint to move deals forward.
• Partner with Customer and Technology teams to reflect the voice of AI-native customers.

Skills

Infra/API sales

Pipeline development

Technical discussions

Stakeholder management

Account-based selling

Urgent ownership

Tools

Salesforce

CRM tooling

Job description

Why AssemblyAI

AssemblyAI builds the best‑in‑class Voice AI models powering the next generation of voice applications. We have a lab, and we also power our own models in our own proprietary inference environment. Our models serve 500M+ inference calls monthly, and process nearly 2 million hours of audio daily. The Voice AI space is at an inflection point; we're looking for the best talent we can find to join a rapidly scaling team that's defining the future of the industry.

We are one of the most capital‑efficient AI companies on the planet - and are rapidly approaching $1M ARR per employee. We sit among the top 5 most revenue‑dense teams within the fastest‑growing AI companies today. We have thousands of customers building with us including the top startups and world‑renowned enterprises, and are serving at tremendous scale: we process nearly 2 million hours of audio daily and handle more than 15 million API calls every day. This is a rare growth‑stage opportunity where the business is proven, the revenue is durable, and the growth trajectory is steep and getting steeper. We have a super flat culture and expect our employees to be deeply intimate with the details at all levels.

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.

About the role

We're looking for an AI Native Startups Account Executive to own a book of 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 engineering and product leaders at the fastest‑growing AI‑native companies building with voice. The ideal candidate has a strong background in 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 AI-native startup 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 voice of the AI-native customer and shape go‑to‑market strategy

What You'll Need

• 2+ years of infrastructure or API sales experience closing 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 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
• Must be based in San Francisco or New York City,