Account Executive

Nace.AI; Palo Alto, Northern (CA, KY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Nace AI is hiring an Account Executive to own the commercial motion for our NDI product, working directly with the CEO to convert inbound interest into paying accounts and build the sales playbook for a brand-new offering. This founding role requires selling a technical product to technical buyers, with no mature sales playbook in place.

You will shape positioning, pricing, and the sales motion as we launch.

Qualifications

• 4+ years in B2B SaaS sales with at least 2 years closing as an Account Executive.

Responsibilities

• Own the full sales cycle for NDI (Nace Data Intelligence), from qualification through close for inbound leads and early customers.
• Partner with the CEO on deal strategy, pricing, and go-to-market priorities; run the pipeline he would otherwise run.
• Build outbound motion targeting financial services, fintech, accounting, and audit firms, refining ICP based on conversion.
• Lead technical demos and coordinate proof-of-concept evaluations with the engineering team; translate requirements to product feedback.
• Own the CRM: maintain clean pipeline data, forecast accurately, and report weekly on pipeline health and conversion.
• Develop the NDI sales playbook with qualification criteria, discovery guides, objection handling, pricing guidance, and case studies.
• Handoff from closed deals to onboarding and ensure early customers expand with the team.
• Represent Nace AI at industry events, developer conferences, and customer meetings.

Skills

B2B SaaS sales

Account Executive

Pipeline management

Demo & POc

Technical buyer empathy

Negotiation

Job description

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

About Us:

At Nace AI, we are redefining how professional services operate by delivering Sovereign Specialized Intelligence. As an applied research and product company, we equip enterprises with a comprehensive AI stack to build customized, secure intelligence tailored to their unique business needs.

Driven by advanced Small Language Models and our dynamic metamodel framework, our flagship platforms - Nace Data Intelligence and the Nace SLM Cloud - enable true end-to-end business process automation. The result is transformative ROI: professional services firms using Nace AI are currently recovering 1,000 hours per client engagement, drastically reducing overhead and accelerating delivery.

The work we are doing has a meaningful impact across industries, and every hire at Nace AI plays a critical role in shaping the company's trajectory. This is a unique opportunity to join a high conviction AI company at an early stage and directly influence its growth.

If building a world-class AI team from the ground up excites you, we'd love to talk.

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 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