Enterprise Account Executive

Cartesia; San Francisco (CA); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Compensation

Health Insurance

Parental Leave

401(k)

Commuter Allowance

Flexible PTO

Meals & Snacks

Your own personal Yoshi

Job summary

Cartesia, an AI startup based in San Francisco, is hiring an Enterprise Account Executive to land and grow its largest customers. You’ll own multi-stakeholder deals through the full sales cycle—from first meeting and technical evaluation to security review, procurement, and close—while expanding existing accounts into new use cases and higher commitments.

You’ll join a small but ambitious AE team at a stage where the sales foundation is taking shape.

Qualifications

• 6+ years of full-cycle B2B sales experience, including recent experience closing enterprise deals.
• A consistent track record of overachievement against quota, with President's Club recognition.
• Experience selling platforms or API products to technical buyers, such as engineering and product leaders, ideally at a venture-backed company.
• Proven ability to close six-figure ACV deals with long cycles and multiple stakeholders.
• Comfort generating pipeline from both SDR-sourced opportunities and your own outbound.
• A history of growing accounts through expansion and upsell after the initial land.
• Technical curiosity and the credibility to discuss latency, accuracy, and integration with engineering evaluators.
• A collaborative builder with a competitive drive to win, who shares what works and helps raise the bar for the team.

Responsibilities

• Own the full sales cycle for enterprise opportunities: prospect, qualify, run discovery, build business cases, manage technical evaluations, and close.
• Partner with GTM Strategists on qualified pipeline, and build your own by prospecting into target accounts.
• Drive expansion deals within existing enterprise customers by uncovering new teams, use cases, and volume commitments, in coordination with the Post-Sales team.
• Multi-thread across technical champions, economic buyers, security, legal, and procurement to keep complex deals moving.
• Scope proofs of concept with clear success criteria and a decision date, working alongside our solutions and research teams.
• Negotiate annual and multi-year committed-spend agreements within pricing guardrails.
• Work with your fellow AEs and leadership to build our sales foundation, including qualification standards, deal reviews, forecasting rhythm, and enterprise collateral.
• Bring customer and market feedback to Product, Research, and leadership to inform roadmap, pricing, and segmentation.

Skills

Enterprise sales

Quota attainment

Full-cycle sales

Strategic selling

API/platform sales

Technical communication

Job description

About Cartesia

Our mission is to architect AI that learns from and interacts with the world like humans do.

We're pioneering the model architectures that will make this possible. Our founding team met as PhDs at the Stanford AI Lab, where we invented State Space Models or SSMs, a new primitive for training efficient, large-scale foundation models. Our team combines deep expertise in model innovation and systems engineering paired with a design-minded product engineering team to build and ship cutting edge models and experiences.

We're funded by leading investors at Index Ventures and Lightspeed Venture Partners, along with Factory, Conviction, A Star, General Catalyst, SV Angel, Databricks and others. We're fortunate to have the support of many amazing advisors, and 90+ angels across many industries, including the world's foremost experts in AI.

About the Role

We're hiring an Enterprise Account Executive to land and grow Cartesia's largest customers. You'll own complex, multi-stakeholder deals through the full sales cycle, from first meeting and technical evaluation through security review, procurement, and close, while expanding existing enterprise accounts into new use cases and higher commitments.

You'll join a small but mighty team of AEs at a stage where our sales foundation is still taking shape. Alongside closing, you'll work with the team and leadership to sharpen how we qualify, run deals, forecast, and sell.

Your Impact

• Own the full sales cycle for enterprise opportunities: prospect, qualify, run discovery, build business cases, manage technical evaluations, and close.




• Partner with GTM Strategists on qualified pipeline, and build your own by prospecting into target accounts.




• Drive expansion deals within existing enterprise customers by uncovering new teams, use cases, and volume commitments, in coordination with the Post-Sales team.




• Multi-thread across technical champions, economic buyers, security, legal, and procurement to keep complex deals moving.




• Scope proofs of concept with clear success criteria and a decision date, working alongside our solutions and research teams.




• Negotiate annual and multi-year committed-spend agreements within pricing guardrails.




• Work with your fellow AEs and leadership to build our sales foundation, including qualification standards, deal reviews, forecasting rhythm, and enterprise collateral.




• Bring customer and market feedback to Product, Research, and leadership to inform roadmap, pricing, and segmentation.

What You Bring

• 6+ years of full-cycle B2B sales experience, including recent experience closing enterprise deals.




• A consistent track record of overachievement against quota, with President's Club recognition.




• Experience selling platforms or API products to technical buyers, such as engineering and product leaders, ideally at a venture-backed company.




• Proven ability to close six-figure ACV deals with long cycles and multiple stakeholders.




• Comfort generating pipeline from both SDR-sourced opportunities and your own outbound.




• A history of growing accounts through expansion and upsell after the initial land.




• Technical curiosity and the credibility to discuss latency, accuracy, and integration with engineering evaluators.




• A collaborative builder with a competitive drive to win, who shares what works and helps raise the bar for the team.

More Details

In-office policy: We’re an in-person team based out of offices in San Francisco, London and Bangalore. We love being in the office, hanging out together, and learning from each other every day.

Visa sponsorship: We provide visa sponsorship support and assess each circumstance on a case-by-case basis. However, visa sponsorship is dependent on many factors, including the role you are applying for, and the location you are going to be based, and so we can't always guarantee success. Your Recruiter will work with you to understand your visa sponsorship needs from the first call.

We ship fast. All of our work is novel and cutting edge, and execution speed is paramount. We have a high bar, and we don’t sacrifice quality or design along the way.

We support each other. We have an open & inclusive culture that’s focused on giving everyone the resources they need to succeed.

Our Benefits (US Employees Only)

Compensation Competitive base salary alongside attractive equity package.

Health Insurance Fully covered medical insurance along with dental and vision for you and your family.

Parental Leave 9 weeks paternity & 12 weeks maternity leave

401(k)

Commuter Allowance A monthly stipend to help you get to and from the office.

Flexible PTO Take as much time as you need to recharge your batteries.

Meals & Snacks Lunch, dinner and plenty of snacks, provided daily.

Your own personal Yoshi

Our Commitment to Equal Opportunity

Cartesia is an equal opportunity employer. We consider qualified applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other legally protected status.