Account Executive

Socket.dev; San Francisco (TX); On-site; USD 200,000 - 270,000; Full time

Benefits offered by this job

Equity grants

Inclusive healthcare (medical, dental,

Frontier AI access

Job summary

Socket.dev is seeking an experienced Account Executive to own the full sales cycle for early-stage enterprise opportunities. You will partner with company leadership and technical partners to scope discovery, pilot engagements, rollout, negotiation, and close while driving measurable ROI.

You will craft targeted pipelines, tailor technical demonstrations to customer workflows, and coordinate internal resources to move pilots to multi-year contracts.

Qualifications

• 5+ years of full-cycle B2B software sales.
• Experience selling developer tools, AI platforms, cloud infra, data or security.
• AI-native selling approach with strong technical credibility.
• Experience navigating technical and executive stakeholders in mid-market or enterprise.
• Strong discovery and demonstration skills including pilots/POVs.
• Self-sourcing pipeline and maintaining rigorous account data.

Responsibilities

• Own the full sales cycle from discovery to close, collaborating with leadership.
• Build and manage targeted pipeline through outbound, referrals, and programs.
• Lead technical discovery and demonstrations tailored to customer workflows.
• Define pilots and multithreaded deals with champions and internal resources.
• Maintain mutual action plans, pricing, procurement, and forecast risk.
• Capture learnings to inform product, marketing, and Revenue Ops.

Skills

Full-cycle B2B sales

Developer tools sales

AI platforms sales

Pipeline self-sourcing

Cross-functional leadership

Technical discovery

Job description

About the role

We are hiring an early full-cycle Account Executive to turn sales-accepted and self-sourced opportunities into deployed, expanding Adapt customers. You will sell alongside company leadership and work with technical partners through discovery, pilot, rollout, negotiation, and close.

You’ll own the full sales cycle: prospecting, qualification, demoing, negotiation, and close. You will work closely with SDRs, Marketing, and Product teams to design pilot engagements that demonstrate clear ROI, then expand those pilots into multi-year contracts. Your ability to articulate Adapt’s value proposition and guide prospects through technical evaluations will directly drive our growth.

You use Adapt and frontier AI tools to improve how you research accounts, prepare for meetings, follow up, manage opportunities, and learn from every sales cycle.

What you will own

• Full-cycle selling. Own accepted and self-sourced opportunities from discovery through commercial close, remaining the commercial owner while technical partners lead implementation delivery.


• Pipeline creation. Build targeted pipeline through thoughtful outbound, relationships, referrals, ecosystem activity, and coordinated account programs.


• Technical discovery and demonstrations. Understand the customer's systems, workflows, constraints, and decision process, then show Adapt in that context rather than relying on a generic feature tour.


• Pilots and multithreading. Define success criteria, build practitioner and executive champions, coordinate internal resources, and keep the account moving through integration and rollout.


• Commercial rigor. Manage mutual action plans, pricing, procurement, security review, negotiation, CRM data, and forecast risk.


• Playbook building. Bring objections, product gaps, pricing signals, and market learning back to Product, Marketing, and Revenue Operations.

What success looks like

• You create qualified pipeline and progress opportunities through a clear, honest, and repeatable sales process.


• You close customers that fit Adapt's ideal customer profile and help them advance from pilot to real deployment.


• Your forecasts are reliable, and the repeatable AI-assisted sales practices you build improve preparation, follow-through, pipeline quality, and the effectiveness of future sellers.

What we are looking for

• 5+ years of full-cycle B2B software sales with a record of meeting or exceeding quota


• Experience selling developer tools, AI platforms, cloud infrastructure, data, security, or another technically complex product


• An AI-native approach to selling: you actively redesign your workflows around AI while preserving the judgment, technical credibility, and trust complex sales require


• Experience navigating technical, operational, financial, security, and executive stakeholders in mid-market or enterprise accounts


• Strong technical discovery and demonstration skills, including experience with pilots or proofs of value


• Evidence that you can self-source pipeline, maintain rigorous account data, and forecast honestly


• Experience as an early seller helping build a repeatable sales motion


• Experience selling into engineering, operations, data, or AI teams

Benefits

• Competitive compensation strategy including large equity grants for early hires at an early stage in the company's journey


• Inclusive healthcare packages (medical, dental, vision)


• Frontier AI access: Claude Code, OpenAI, Cursor, Codex, and most importantly unlimited internal use of Adapt itself

OTE: $200-270k. Actual offer depends on skills, experience, and location. Total comp also includes equity, benefits, and potential bonus or variable pay. Your recruiter will walk you through the details.

Adapt is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Adapt encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.