Account Executive, Scale

Railway; United States; Remote; USD 70,000 - 130,000; Full time

Benefits offered by this job

Health benefits

Equity grants

Equipment stipend

Remote-friendly culture

Job summary

Railway is seeking an Account Executive, Scale to own end-to-end SMB and mid-market sales motions. You will source, qualify, demo, and close your own pipeline while building lightweight systems to cover hundreds of accounts.

You should be sales-technical at heart, comfortable talking to developers, and able to translate product value into trusted customer outcomes with a data-driven approach.

Qualifications

• Proven full-cycle SMB/mid-market sales experience.
• Ability to source, qualify, demo, and close your own pipeline.
• Comfort talking to developers and hands-on with product.
• Data-driven with measurable outcomes.
• Strong written communication with developers.

Responsibilities

• Own the Scale account motion end-to-end from first touch to expansion.
• Source, qualify, demo, and close a high-volume SMB/mid-market pipeline.
• Build lightweight tooling and playbooks to scale coverage.
• Surface customer feedback and product gaps to the team.

Skills

Full-cycle selling

High-velocity sales

Developer empathy

Data-driven

Written communication

Tools

CRM tools

Demo tooling

Job description

At Railway, we take the complexity out of shipping software. We make it simple for engineers to deploy code without thinking about servers, so teams can move faster and spend more time building.

More than 4M developers already build on Railway, and our upmarket motion is compounding across both logos and revenue. As we grow Enterprise, thousands of smaller high‑potential accounts need a more focused, scalable motion. That’s where you come in.

We’re hiring our first dedicated Account Executive, Scale to own this segment end to end. You’ll work a high‑volume book of accounts: initiating conversations, qualifying opportunities, driving expansion, and managing relationships as they grow into Enterprise. Just as importantly, you’ll build the motion while you run it — qualification, demos, expansion, retention, playbooks, and the tooling underneath.

This is a high‑ownership, high‑leverage role: you, the product, and the systems you build for yourself. You should be sales‑technical at heart — comfortable talking to developers, getting hands‑on in the product, and winning on substance rather than a script.

Want to learn about our work culture? Here is a multi‑part blog series that will help you see the unique ways our team works (Parts 1 , 2 , 3 , and 4 ).

About the role

Own the Scale account motion end to end, from first touch through expansion and retention.

Source, qualify, demo, and close your own pipeline across a high‑volume book of SMB and mid‑market accounts.

Build lightweight systems, tooling, and automations that let one person cover hundreds of accounts effectively.

Develop repeatable playbooks for qualification, demos, expansion, and retention as the motion matures.

Run credible technical conversations with developers and get hands‑on in Railway to understand and solve customer problems.

Identify accounts with Enterprise potential and build relationships that can grow with them.

Partner with the broader team by surfacing customer feedback, product gaps, and market signals from the Scale segment.

About you

You’re a great fit if you have:

Full-cycle selling experience in SMB or mid‑market, with a track record of sourcing, qualifying, demoing, and closing your own pipeline.

Experience owning volume: hundreds of accounts worked with focused, high‑leverage touches rather than a small book of high‑touch logos.

Sales‑technical fluency. You can hold a real conversation with a developer, understand the problem, and speak credibly about the product.

A builder’s instinct for 0‑to‑1 work. You define the motion, not just run one that already exists.

A data‑driven approach to managing a large account base: you instrument the motion and let the numbers steer it.

Strong written communication. Most of your selling here, internally and externally, happens in writing to developers who hate fluff.

High EQ, low ego, and a bias toward earning trust by being direct, useful, and honest.

Comfort working remotely in a highly autonomous, high‑ownership environment.

An interest in computing infrastructure and the developer‑tools market. Bonus if you already use Railway or a comparable developer platform.

We don’t require you to check every box on the list, and we generally prefer working with people who are hungry for knowledge in areas they feel they’re lacking in.

We value and love to work with diverse persons from all backgrounds.

Things to Know

For better or worse, we're a startup; our team dynamics are different from companies of different sizes and stages.

• We're globally distributed—and getting more so. Stuff is always happening somewhere.
• We don't expect you to be online all the time, but you'll need to be diligent about your boundaries — your end of day will overlap with someone else's start.
• We're a small, high‑ownership team that cares deeply about doing exceptional work. We're scaling quickly, which means we rely on leverage—systems over coordination, judgment over process. Expect ambiguity and a fast-moving environment.
• You'll own real outcomes. That means making decisions, not just executing—and owning the success, or failure, that comes with them.

Benefits and perks

At Railway, we provide best in class benefits. Great salary, full health benefits including dependents, strong equity grants, equipment stipend, and much more. For more details, check back on the main careers page .

• Autonomy : We have very few meetings. Just a Monday and a Friday to go over the Company Board. We think your time is sacred, whether it's at work, or outside of work.
• Ownership : We're a company with a high ownership, high autonomy culture. We hope that you'll come in, help us, and over the course of many years do the best work of your life. When we bring you onboard, we expect you to change the company.
• Novel problems/solutions : We're a startup that's well funded, with cool problems, which lets us implement novel solutions! We abhor busywork and think, whether it's community, engineering, operations, etc there's always opportunity for creative and high leverage solutions.
• Growth : We want you to grow with us, but we know that talent is loaned, so when you figure out what area you want to grow in next, whether it's at Railway or outside, we'll make sure you land there.

How We Hire

No tricks. No surprises. Here's the entire process.

1. Talk with us about the role

   This is completely open ended and we're just trying to see who you are, what you want to do, and where you wanna go.

2. Work on a small project to discuss in the interview

   Asynchronously implement the following:

   • Technical Interview prompt: Write a GM memo: grow Railway's Business segment 10x
   • Interview Structure (60 Minutes):
     • Pre-work (before your interview): Write your memo (advised)
     • 0-5m: Introduction
     • 5-35m: Walking through your solution
     • 35-50m: Alternative approaches you considered
     • 50-60m: Questions on Railway/GTM/etc

   You can, and SHOULD! ask us questions ahead of time. Ask away!

3. Review your solution with the Team

   You'll sit down with someone on the team and go over the above. We'll poke into your solution, as well as get you acquainted with two more members of the team.

   Looking for: Learn about your problem solving skills. How you break down a problem and how you present a solution.

4. Meet the Team

   You'll meet the Team, which will be comprised of 4 people from vastly different sections of the company.

   Looking for: How you work with the rest of the team and communicate.

5. Chat with CEO

   Sit down with our founder and CEO for 30 minutes. This is a 1:1, open ended conversation.

6. Offer call

   Finally, we will present the offers, hammer out the details about your position, tee up onboarding, and start our journey together.

Final Note : The interview goes both ways. Once again, please ask us things. Many things! Hard things. That's what we're here for.