Account Executive

Refold AI; San Francisco (CA); Hybrid; USD 150,000 - 230,000; Full time

Job summary

Refold AI is hiring a high-impact Enterprise AE to drive net-new logos in the Bay Area and accelerate ARR growth. You will manage multi-stakeholder deals and demonstrate real value through ROI-focused conversations.

This role requires 5–8 years in frontline sales, including 2+ years in Enterprise SaaS, with a track record of closing $100K+ ACV deals and building executive relationships. Hybrid in-office work is expected.

Qualifications

• 5–8 years in frontline sales with 2+ in Enterprise SaaS.
• Ability to land and expand multi-stakeholder deals at high ACV.
• Comfortable discussing APIs, integration platforms, and business value with C-levels.

Responsibilities

• Open doors: land net-new logos across core enterprise segments.
• Map the maze: secure executive sponsors and build internal champions.
• Sell the blocker, not the feature: run value-led cycles anchored in ROI.
• Run crisp POCs with explicit success criteria and timelines.
• Orchestrate to win: partner with Marketing, Solutions, and Product to go live from day one.
• Own numbers: deliver ARR targets with pipeline hygiene and accurate forecasts.
• Execute plays: generate pipeline via outbound, inbound, partners, events.
• Close the loop: feed market signals back to Product and Leadership.

Skills

Enterprise SaaS sales

Closing deals

Executive engagement

Forecasting & strategy

Territory building

In-person collaboration

Job description

About Refold

Enterprise integrations are still built by hand, one customer at a time, by a human supply chain of consultants. We think that's the last big software category that hasn't been automated — and we're automating it.

Refold is the AI integration delivery layer. Our agents build, test, deploy, and maintain integration workflows inside our customers' own products, white-labeled, up to 90% faster. Trained on millions of real-world contexts across SAP, Oracle, Workday, NetSuite, and Salesforce, we turn integration work that used to take quarters into days — and then keep it running, because the agents detect failures and repair mappings themselves.

Traction: 30+ paying enterprise customers, 1,500+ active users, 10M+ API calls processed daily, seven-figure ARR. Customers include Incorta, Kantata, Coupa, Naehas, OvationCXM, and Zycus. The results are the pitch: Kantata ships integrations 75% faster with 8x delivery capacity; Incorta cut time-to-go-live by 70% and recovered 8,000+ engineering hours; Naehas went from 3–5-month builds to 90% faster delivery.

Refold was founded by Jugal Anchalia and Abhishek Kumar, who have been featured in Forbes 30 Under 30. We've raised $6.5M led by Eniac Ventures (early investors in Airbnb & Uber) and Tidal Ventures, with Better Capital, Ahead VC, Karman Ventures, Z21 Ventures, and Titan Ventures participating.

We're assembling a founding team of people who learn fast, raise the bar, and shape the company from day one. This is the second AE seat in the US and the first hired to build the motion, not inherit it.

Key Responsibilities

• Open doors: Land net-new logos across our core segments — supply chain, procurement, finance, and PSA software companies where an ERP connector is the thing standing between them and their next enterprise deal

• Map the maze: Multi-thread accounts, secure executive sponsors across Product and Professional Services, and build champions who can carry the business case internally

• Sell the blocker, not the feature: Run consultative, value-led cycles anchored on the cost of the status quo — stalled go-lives, deals lost to integration gaps, engineering pulled into plumbing, margin leaking into SI spend

• Run crisp POCs: Design focused evaluations with explicit success criteria, timelines, and ROI; exit with a no-doubt close plan. We're deliberately moving away from 4-week POCs — help us prove value faster

• Orchestrate to win: Partner with Marketing, Solutions, and Product to advance deals and set customers up to go live from day one

• Own numbers: Deliver ARR targets with disciplined pipeline hygiene, forecast accuracy, and stage-by-stage conversion

• Execute plays: Generate pipeline via outbound, inbound, partner co-sell, events, and executive dinners — and write the plays that work into the playbook

• Close the loop: Feed timely, specific market signal back to Product, Marketing, and Leadership. At this stage, what you hear on calls changes the roadmap

Role Information

• Average deal size: $50–100K land / $200–300K expand

• Average deal cycle: 3–6 months

• Quota: $1M first year, ramping to $1.2–1.5M in year two

• Selling into: CTOs, CPOs, VPs of Product, and VPs of Professional Services / Delivery at software companies selling into enterprises that run SAP, Oracle, NetSuite, or Dynamics

• Ideal customer: Sales-led with an integrations page, an internal PS team or SI dependency, and enterprise deals that hinge on connectors

• Current growth team: 4 BDRs, 1 AE, 2 Marketing, 4 post-sales, and 2 partnerships

Required Skills & Abilities

• Proven closer: 5–8 years in frontline sales with 2+ in Enterprise SaaS, consistently at the top of the leaderboard

• Enterprise hunter: Track record of landing and expanding complex, multi-stakeholder deals at $100K+ ACV

• Technical cred: Comfortable demoing and positioning a deeply technical product. You can hold a real conversation about APIs, schema mapping, auth, in-tenant/air-gapped deployment, and why an integration broke — without reaching for a Solutions Engineer every time

• Executive-ready: Skilled at winning C-level trust and navigating legal, security, and procurement with ease

• Builder DNA: You don't just run plays, you write them. Forecast with rigour, operate with ownership, and be comfortable when the process doesn't exist yet

• Presence matters: Based in the Bay Area and ready to collaborate in-office 2–3 days a week (travel weeks excluded)

Nice to Have

• Sold integration, iPaaS, middleware, or data infrastructure — or sold against SIs and system integrators

• Experience selling to platform teams, not just end enterprises

• Sold a white-labeled or embedded product where your buyer's customer is the end user

• Early-stage experience where you were the one building the territory, not working an assigned patch

• Why do you want to work here?

• Impact: Fast-growing seed-stage company ($6.5M from Eniac Ventures & Tidal Ventures) with early Fortune 500-scale deployments and real, quantified customer outcomes

• Speed: Founding-team seat to build the GTM motion from the ground up, with a direct line to the founders and a clear path to sales leadership

• Ownership: Cutting-edge AI solving a high-value enterprise problem nobody has cracked — backed by technical founders building a next-generation infrastructure platform

Equal Employment Opportunity

We're a small, fast-growing team, and we're intentional about building an inclusive culture from day one. We welcome teammates of all backgrounds and don't discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. If you're excited by our mission, you belong here.