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 in San Francisco. You’ll run deals end to end, build your own pipeline alongside inbound, and work closely with founders and product to influence the roadmap.

This role offers uncapped upside and a clear path into sales leadership as the business scales, with responsibilities spanning forecasting, reporting, and shaping go-to-market strategy.

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 closes.
• Comfortable selling to technical buyers, with credibility to hold the convo.
• High autonomy and ownership, pragmatism to act without a playbook.

Responsibilities

• Run full-cycle sales from discovery through to close.
• Build and own your pipeline alongside inbound leads.
• Sell to both technical and commercial buyers, tailoring depth to the room.
• Collaborate with founders and product, feeding deal insights into roadmaps.
• For founding seats, shape the sales playbook, ICP and messaging from scratch.
• Own forecasting, pipeline hygiene and reporting without needing follow-up.

Skills

Full-cycle sales

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.