Account Executive, AI Solutions

Tetrate Inc.; United States; On-site; USD 120,000 - 170,000; Full time

Job summary

Tetrate Inc. is seeking an Account Executive to acquire new enterprise customers and expand strategic relationships at the intersection of AI, infrastructure, security, and governance.

The role is hunter-oriented, working with executive stakeholders, AI leaders, and security teams to solve enterprise AI adoption challenges. This position thrives in ambiguity and market-building opportunities.

Qualifications

• 5+ years of software sales experience.
• Proven success exceeding quota in a hunter-focused role.
• Experience selling infrastructure, cloud, security, or related technologies.
• Strong prospecting and pipeline generation skills.
• Ability to engage both technical and executive audiences.
• Experience navigating complex enterprise buying processes.

Responsibilities

• Generate, develop, and close new business opportunities within enterprise accounts.
• Build and manage a pipeline of AI infrastructure and platform opportunities.
• Engage with CIOs, CTOs, CDOs, AI leaders, platform engineering teams, and security stakeholders.
• Lead complex enterprise sales cycles from prospecting through contract execution.
• Develop account strategies aligning AI solutions with customer priorities.
• Partner with Solutions Engineering and Product teams to drive evaluations and deployments.
• Maintain accurate forecasting and pipeline management.
• Contribute market intelligence to influence product and GTM strategy.

Skills

Enterprise sales

Software sales

Prospecting

Stakeholder engagement

Forecasting

Tools

Salesforce

Job description

Tetrate will become the standard for delivering AI at scale for enterprises. Engineers building AI agents expect their tools to be fast and dependable, but instead, they often get scattered API keys, no cost visibility, no policy enforcement, no fallback when a provider degrades, and a six-month infrastructure project between them and production. Nobody can meter, govern, or optimize what nobody can see, and as AI becomes the standard way business gets done, every enterprise ends up with a version of this problem.

Our answer is a global AI traffic orchestration layer, built on Envoy. The market knows it today in an early form as the AI gateway, but as agents multiply and begin calling models, tools, and each other, this layer is where cost, policy, identity, and reliability get decided for humans and agents on the same terms. Policy is set once and enforced wherever the workload has to sit—on-prem, in-region, or at the edge. This makes return on investment and data sovereignty stop competing with each other.

Envoy already carries traffic at this scale, meaning the data plane is proven before we ship it. With eight years of running tier 0 infrastructure for regulated industries, we arrive knowing what a security review, an audit, and a production incident actually demand. Enterprises get this as a product rather than a transformation program, and publicly, we frame it as transforming application and agentic networking for the multi-cloud era.

Role Summary:

Following the successful close of a seven-figure, multi-year enterprise AI platform engagement, Tetrate is investing in its next phase of go-to-market growth. We are seeking an Account Executive who wants to help build and scale a new category at the intersection of AI, infrastructure, security, and governance.

This is a high-impact, hunter-oriented role focused on acquiring new enterprise customers and expanding strategic relationships. You will work directly with executive stakeholders, AI leaders, platform engineering teams, and security organizations to help solve some of the most pressing challenges facing enterprise AI adoption.

We’re looking for someone who thrives in ambiguity, enjoys building markets, and is excited by the opportunity to sell technology that is shaping the future of AI software.

Responsibilities:

• Generate, develop, and close new business opportunities within enterprise accounts.
• Build and manage a pipeline of AI infrastructure and platform opportunities.
• Engage with CIOs, CTOs, CDOs, AI leaders, platform engineering teams, and security stakeholders.
• Lead complex enterprise sales cycles from prospecting through contract execution.
• Develop account strategies that align Tetrate’s AI solutions with customer business and technical priorities.
• Partner closely with Solutions Engineering and Product teams to drive successful evaluations and deployments.
• Maintain accurate forecasting and pipeline management.
• Contribute market intelligence and customer feedback to help shape product and go-to-market strategy.

Required Qualifications:

• 5+ years of software sales experience.
• Proven success exceeding quota in a hunter-focused sales role.
• Experience selling infrastructure, cloud, networking, security, developer platforms, observability, data platforms, or adjacent technologies.
• Strong prospecting and pipeline generation skills.
• Ability to engage both technical and executive-level audiences.
• Experience navigating complex, multi-stakeholder enterprise buying processes.

Preferred:

• Experience selling cloud-native, Kubernetes, networking, API, security, or AI-related solutions.
• Familiarity with enterprise AI initiatives and generative AI adoption trends.
• Experience selling into Fortune 1000 or Global 2000 organizations.
• History of succeeding in startup or category-creation environments.

How we work

Tetrate is a caring meritocracy: standing comes from what you deliver, not tenure or title. We dissent before decisions and commit after them. We practice radical candor — care personally, challenge directly. Excellence means outcome and rigor: a shipped outcome with no reproducible path is luck; a careful process with nothing shipped is theater. And we earn it hands-on: standing comes from what you build yourself, not from what you assign. The more senior you are, the more this applies, because seniority is the easiest place to stop touching the work. We hire, coach, and promote against these values.

Why Tetrate

• Expertise: eight years running tier 0 production infrastructure for regulated industries
• Foundation: our data plane is Envoy — the standard already carrying the world’s AI traffic. When the largest AI companies on earth ship their inference through it, the debate about what the data plane should be is over. We are not just built on it; we are the top maintainers and co-created Envoy AI Gateway, so we help write the standard everyone else builds on.
• Product: set policy once in one place, then run gateways wherever the workload has to sit — on-prem, in-region, or at the edge — so ROI and data sovereignty stop being a tradeoff.