Founding Account Executive

Moonfire; Greater London; On-site; GBP 150,000 - 200,000; Full time

Benefits offered by this job

Competitive salary & equity

Offsites, team dinners & events

Company pension

Job summary

Moonfire in the UK is seeking a Founding Account Executive to shape the GTM motion and join as the first sales leader. You will work directly with Hugo Lu to sell the Orchestra platform, and be the first boots on the ground in the commercial org.

You will own strategy to execution, drive ICPs, channels, and spend, lead prospecting and demos, and help set contracts with enterprise clients. Equity progression to Head of Sales is part of the growth path.

Qualifications

• You're at a growth stage where you want to build your own territory and take high risk.
• 3+ years of experience in B2B SaaS.
• History of exceeding sales targets and closing a pipeline.
• Leads from the front with autonomous decision-making.
• Exceptional written and verbal communication skills.
• You live in the UK and can attend our London office 3 days a week.

Responsibilities

• Refine and own ICPs, go-to-market channels and spend areas Orchestra currently focuses on.
• Lead all sales activities, including prospecting, demos, and negotiating contracts with enterprise clients.
• Leverage founder motion to optimize founder-led sales effectiveness.
• Own our event strategy (online and in-person) and represent Orchestra at events.
• Build relationships with partners and execute partner-based GTM strategies.
• Collaborate with the founding team to influence product roadmap and messaging.
• Lay the groundwork for future sales org: hiring, training, and scaling the team.

Skills

Start-up hunger

B2B SaaS

Execution

Self-starter

Communication

UK-based

Job description

Founding Account Executive (Mid-Market and SME)

- Compensation: £150,000 - £200,000 total comp.

- Offers EquityProgression: Head of Sales (AI)

- Location: UK, Hybrid (London, 3 Days a week in Office)

- Department: GTMJoin us as our first sales leadership hire and influence how we build our GTM motion from day 1. You will work directly with Hugo Lu to sell the Orchestra platform. You will be the first boots on the ground in the commercial org so this is a huge opportunity for someone driven to take us on the 1-100m journey!

What You'll Do

You will own and define the entire go-to-market motion, from strategy to execution. You'll be the pivotal player driving our commercial growth, and your day-to-day will involve:

• Strategy and Process: You will refine and own the existing ICPs, Go-to-market channels and areas of spend Orchestra currently focus on


• Direct Sales and Outreach: Taking the lead on all sales activities, including prospecting, outreach, running product demos, and negotiating contracts with enterprise clients


• Founder motion: you will work out how best to leverage the existing successful founder-lead sales motion we have


• Event motion: You’ll own our event strategy (online, in-person, 20+ events per year) and be the face of Orchestra in a public setting, making friends and relationships in those settings


• Partner motion: build relationships with our Partners and execute Partner-based GTM strategies


• Commercial Influence: Working directly with the founding team to influence product roadmap, refine our messaging, and shape our marketing campaigns to resonate with our target audience.


• Team Building: Laying the groundwork for the future sales organisation, including hiring, training, and managing a team as we grow.

Who You Are (Character)

You are a pragmatic, driven, and highly autonomous sales leader. You are most likely an extrovert. You are looking for a chance to be the first Sales person on the ground and join an early stage start-up to build your own legacy in the infrastructure space. You are motivated and ambitious and at a stage in your career where you are ready to take risks. You are excited by AI and how companies are using data.

What We're Looking For (Skills and Experience)

Must-Haves

• Start-up hunger: you're at the stage in your career where you want to build your own territory and are comfortable with a high level of risk


• Experience: 3+ years of experience in B2B SAAS. You understand the hustle culture that makes good BDRs great.


• Execution: A history of exceeding sales targets and a demonstrated ability to independently generate and close a pipeline of deals.


• Self-Starter and hunter: we are looking for someone who leads from the front, who understands hustle culture, and wants to evolve into a leadership role within 1-2 years. Being a self-starter that can independently make decisions is a must


• Communication: Exceptional written and verbal communication skills, with the ability to articulate complex technical concepts in a simple, compelling way.


• You live in the UK and will come to our office in London 3 days a week.

These would make you perfect

• Domain Expertise: A deep understanding of AI, the modern data stack, data orchestration, and the challenges faced by data teams. You should be able to speak credibly and technically with data leaders and practitioners.


• Industry knowledge: sales in the data infrastructure space (Snowflake, AWS), with a significant portion of that time focused on selling to enterprise and mid-market clients (employees 200 - 10,000). You have led a Sales Team in the Data Space before, ideally around the AWS/Snowflake ecosystem


• Partner experience: experience working with partners such as Independent Software Vendors and Consultancies

Personality Traits

We try to hire people who are complementary to the team. For this role the ideal applicant will be ENTJ, ENFJ, ENFP, ESFJ

More information here.

About Orchestra

At Orchestra we’re reshaping how organisations use AI. We believe the biggest bottleneck for democratised AI is data engineering. We have built the Orchestra Platform to eliminate this bottleneck so anyone can build, run and monitor Data workflows and AI Agents.

We are action-takers, decision-makers, and we win. We excel at making choice under uncertainty. We simplify complexity and make smart decisions quickly. We plan, we execute, we repeat.

Joining Orchestra now means having a hand in building the company at a pivotal time. The team is small, but we are well-funded, have an awesome customer base, and a fantastic product. You’ll work closely with the exec team. Your work will directly impact our trajectory.

So - If you're excited by ownership, fast iteration, smart and want to make some waves then please get in touch.

Benefits

• Competitive Salary and market-leading equity


• Regular offsites, team dinners and events


• Pension

Interview Process

• Screening call


• Technical/Prepared Test


• In-person interview