Account Executive

Digital Waffle; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Digital Waffle is hiring Account Executives across founding, mid-market and enterprise levels to sell into AI, dev tools and SaaS. You’ll run full-cycle deals end to end, own pipeline, and sit close to founders and product to influence the roadmap.

Founding seats involve shaping playbooks and messaging with uncapped upside. Roles include selling to technical and commercial buyers, with forecasting and pipeline ownership as core responsibilities.

Qualifications

• 3+ years closing B2B SaaS or tech.
• Consistent quota attainment with real numbers to back it up.
• Strong outbound and self-sourcing habits, not just inbound close rate.
• Comfortable selling to technical buyers, with credibility to hold the conversation.
• Equal comfort with structure and with chaos.
• High autonomy, high ownership and pragmatism to make calls without a playbook.

Responsibilities

• Run full-cycle sales from discovery through to close.
• Build and own your own pipeline alongside inbound.
• Sell to both technical and commercial buyers, adapting style and depth to the room.
• Work closely with founders and product, feeding what you hear in deals back into roadmap.
• For founding seats, shape the sales playbook, ICP and messaging from scratch.
• Own forecasting, pipeline hygiene and reporting without needing to be chased.
• Partner with GTM, marketing and SDRs where they exist, or run without that cover where they don’t.

Skills

Closing B2B SaaS/tech

Quota attainment

Outbound selling

Selling to technical buyers

Autonomy & ownership

Job description

Multiple YC-backed startups are hiring Account Executives across founding, mid-market and enterprise levels, selling into tech, finance and operations teams across AI, developer tools and SaaS.

These are full-cycle sales roles with real ownership. You’ll run deals end to end, build your own pipeline alongside inbound and sit close to founders and product. Founding seats carry even more scope: you’ll shape the playbook rather than inherit one.

Role: Account Executive (mid-market, enterprise and founding AE)

What you’ll be doing:

• Run full-cycle sales from discovery through to close
• Build and own your own pipeline alongside anything coming inbound
• Sell to both technical and commercial buyers, adapting style and depth to the room
• Work closely with founders and product, feeding what you hear in deals back into roadmap
• For founding seats, shape the sales playbook, ICP and messaging from scratch
• Own forecasting, pipeline hygiene and reporting without needing to be chased
• Partner with GTM, marketing and SDRs where they exist, or run without that cover where they don’t

What you’ll need:

• 3+ years closing B2B SaaS or tech
• Consistent quota attainment with real numbers to back it up
• Strong outbound and self-sourcing habits, not just a strong inbound close rate
• Comfortable selling to technical buyers, with the credibility to hold the conversation
• Equal comfort with structure and with chaos
• High autonomy, high ownership and the pragmatism to make calls without a playbook

Nice to have:

• Prior startup experience, ideally as an early or founding AE
• Background selling AI, developer tools or technical SaaS
• Exposure to multi-threaded enterprise deals or longer sales cycles

This role would suit an AE who wants uncapped upside, real influence over territory, process and product, and a clear path into sales leadership as the business scales.