Account Executive (Core Infrastructure)

Hone; United States; Remote; GBP 90,000 - 130,000; Full time

Job summary

Hone is building a founding sales team to define how they sell enterprise AI infrastructure solutions. We are hiring a founding Account Executive to hunt and close new enterprise business across infrastructure and platform teams, focusing on net-new opportunities rather than renewals.

You will own the full sales cycle, coordinate with Sales Engineers and Solutions Architects, and help shape the sales motion as the company scales. English fluency required.

Qualifications

• 4+ years in software/SaaS sales as a quota-carrying Account Executive.
• Experience selling to developer teams and technical buyers in mid-market to lower-enterprise accounts.
• Familiarity with MEDDIC and common CRM tools like HubSpot or Salesforce.

Responsibilities

• Own the full sales cycle: prospecting, qualification, discovery, negotiation, and closing.
• Hunt for and qualify net-new opportunities in AI-driven industries.
• Build and run a self-sourced pipeline of enterprise opportunities.
• Coordinate prospect meetings and technical evaluations with Sales Engineers and Solutions Architects.
• Develop tailored value propositions showing cost savings, scalability, and AI acceleration.
• Collaborate with SEs/SA to run technical evaluations and craft proposals.
• Negotiate contract terms and pricing with Legal and Finance as needed.
• Track pipeline health, conversion rates, and forecasts in CRM.
• Help build the sales playbook as a founding member of the sales team.
• Monitor market trends and competitor activity to inform strategy.

Skills

Quota-carrying AE

Developer-facing sales

Negotiation

CRM proficiency

English fluency

Tools

HubSpot

Salesforce

MEDDIC

Kubernetes

Job description

Our client is a fast-growing AI infrastructure platform, on track to 3x last year's ARR, built for enterprise-scale GenAI, LLMOps, and MLOps. Their platform optimizes GPU utilization, automates ML workflows, and enables secure AI deployments across hybrid environments. Backed by leading strategic investors and trusted by thousands of AI teams worldwide, they help engineering-led organizations run AI infrastructure efficiently at scale. With demand outpacing the maturity of their sales motion, they're building out a founding sales team to keep pace and define how they sell going forward. They operate fully remotely and prioritize personal accountability, growth, and a culture that values diverse perspectives.

Role Summary

We're hiring a founding Account Executive to hunt and close new enterprise business across infrastructure and platform teams. This is a pure new-business, hunting-focused role, not account management or renewals. You'll be one of the first AEs helping shape the company's sales motion and playbook as they scale, so we're looking for someone who wants to build, not just execute an existing process.

We're specifically interested in people who understand infrastructure and developer buyers. Ideal candidates have mid-market to lower-enterprise selling experience and come from a core infrastructure background, selling directly to developer teams, platform teams, and technical buyers rather than pure line-of-business stakeholders. Experience in observability, MLOps, or Kubernetes management is also a strong signal. We're looking for someone on a clear upward trajectory in their career: hungry, ambitious, and genuinely energized by the pace and ambiguity of an early-stage, fast-scaling sales org.

Key Responsibilities

• Own the full sales cycle: prospecting, qualification, discovery, negotiation, and closing, consistently meeting or exceeding quarterly and annual revenue quotas.
• Hunt for and qualify net-new opportunities in AI-driven industries, targeting infrastructure teams managing GPU/hardware, IT, and AI teams needing AI orchestration solutions.
• Build and run a self-sourced pipeline of enterprise opportunities, complemented by inbound and marketing-sourced leads.
• Coordinate prospect meetings and technical evaluations, ensuring the right internal team members (Sales Engineers, Solutions Architects) support each deal; document minutes and status, handle timely follow-ups, and keep the CRM current.
• Develop tailored value propositions showcasing cost savings, scalability, and AI acceleration, mapped to each prospect's infrastructure and technical priorities.
• Collaborate with Sales Engineers and Solutions Architects to run technical evaluations, address client pain points, and customize proposals for enterprise buyers.
• Negotiate contract terms and pricing to close new business, working with Legal and Finance as needed.
• Track pipeline health, conversion rates, and revenue forecasts using CRM tools, reporting accurately on deal status and forecast confidence.
• Help build and refine the sales playbook, messaging, and qualification criteria as one of the founding members of the sales team.
• Monitor market trends, competitor activity, and customer feedback to inform sales strategy and positioning.

Required Qualifications

• 4+ years in software/SaaS sales as a quota-carrying Account Executive, with experience selling to developer teams and technical buyers in mid-market to lower-enterprise accounts
• Core infrastructure background, or experience in observability, MLOps, or Kubernetes/container management
• Proven track record of new-business hunting and closing, not primarily account management or renewals
• Strong negotiation, communication, and relationship-building skills
• Familiarity with sales methodologies (e.g. MEDDIC) and CRM tools (e.g. HubSpot, Salesforce)
• Ability to translate technical AI/ML and infrastructure concepts into business outcomes for customers
• Strong spoken and written English

Preferred Qualifications

• Experience at a core infrastructure or developer-tooling company
• Experience as an early or founding AE, helping build sales process and playbooks rather than executing an established one
• Experience running complex, technical sales cycles involving multiple stakeholders (engineering, IT, procurement)
• An existing network within AI/infrastructure enterprise ecosystems