Founding Account Executive

Socket.dev; Atlanta (GA); On-site; USD 120,000 - 210,000; Full time

Job summary

Aerovy is seeking a founding Account Executive to build and own the GTM engine for our enterprise software platform. You will develop a pipeline from a 120-account list, manage discovery, and drive multi-quarter deals from initial contact to signature.

You will work with founders for technical validation, collaborate with marketing for collateral, and continually refine the sales playbook as the product evolves. Expect travel to customer sites and a fast-paced, high-ambiguity environment.

Qualifications

• 6-10+ years selling enterprise software with six- and seven-figure ACV on multi-quarter cycles.
• Full-cycle experience: you''ve built pipeline from scratch, run discovery, managed technical evaluations, and closed on your own.
• Experience using a formal qualification framework (MEDDIC, SPICED, or one you built).
• Experience selling to manufacturers or industrial enterprises; comfortable on a plant floor and in a boardroom.
• Working fluency in one of: telematics, fleet software, aftermarket and field service, predictive maintenance, enterprise data platforms.
• Time at an early-stage company where the playbook didn''t exist yet, and you helped write it.
• Commercial maturity on pricing and margin; know when to hold firm on terms.
• Clean CRM hygiene and a forecast you can trust.

Responsibilities

• Build your own pipeline from the 120-account named list; research the account, outbound, meetings with ICP.
• Apply sales automation and AI to prospecting; sequences and account research to cover a large list.
• Leverage the Aerovy playbook and iterate to move prospects from discovery to validation to business case to signature.
• Qualify hard and disqualify early to focus on real deals and protect quarterly results.
• Lead discovery that uncovers P&L factors like downtime, warranty leakage, and cost to serve.
• Collaborate with marketing to develop case studies and collateral for enterprise selling.
• Involve founders for technical validation and pilot scoping.
• Keep pipeline and forecasts current in the CRM; own your territory and number.
• Travel to customer sites for meetings.
• Feed field insights back into positioning and product roadmap.
• Document what works to help future Account Executives start from your process.

Skills

Enterprise software sales

Full-cycle sales

MEDDIC/SPICED qualification framework

Industrial manufacturers & enterprises

Pricing & margin discipline

CRM hygiene & forecasting

Startup playbook writing

Job description

About Aerovy

Aerovy is the operating layer for hardware OEMs. We take the signals coming off equipment in mobility, industrial, material handling, and construction, and normalize them into one model for assets, components, health, and events that holds across brands and model years.

Aerovy is a fast-paced startup building the digital infrastructure for the next generation of intelligent hardware. We help OEMs rapidly launch cloud-native software and AI, turning physical systems into smart, connected ecosystems.

• Founded in 2023 as a spinoff of research from Purdue University

• Backed by institutional VC from: Mudita Venture Partners, M25, Quorum Capital Partners, Knoll Ventures, Purdue Ventures +more, and angels from Google, Tesla, Intel, Siemens +more

The role

You'd be Aerovy's founding Account Executive, reporting directly to the CEO. This is a potentially career-defining role to establish Aerovy's GTM engine.

The Aerovy platform continues to iterate, so the pitch, the pricing, and the roadmap will continue to advance while you sell. Some weeks that means selling a capability that ships next quarter and being straight with a buyer about the gap. You'll help write the process as you go. That requires: the discipline to run a tight cycle and the stomach for a moving target. Whatever you build will become the template for the reps who come after you.

What you'll do

• Build your own pipeline from the 120-account named list: research the account, run outbound, book meetings with the ICP.

• Put sales automation and AI to work on prospecting, with sequences and account research that let one seller cover a list this size

• Leverage the Aerovy sales playbook & iterate upon it to move prospects through selling stages of discovery to technical validation to business case to signature

• Qualify hard and disqualify early. A short list of real deals beats a long list of maybes, and walking away from the wrong one protects the quarter

• Lead discovery that gets past the stated ask to the P&L underneath: downtime, warranty leakage, first-time fix rate, cost to serve

• Work with marketing to develop case studies and collateral that support the enterprise selling process

• Bring in the founders for technical validation and pilot scoping

• Keep pipeline and forecasts current in the CRM; your territory, your number

• Travel to customer sites for meetings

• Feed what you hear in the field back into positioning and the roadmap

• Write down what works so future AEs starts from your process

What we're looking for

• 6 - 10+ years selling enterprise software, with closed deals at six- and seven-figure ACV on multi-quarter cycles

• Full-cycle experience: you've built pipeline from scratch, run discovery, managed technical evaluations, and closed on your own

• A qualification framework you actually run, whether that's MEDDIC, SPICED, or one you built yourself

• Experience selling to manufacturers or industrial enterprises; you're comfortable on a plant floor and in a boardroom

• Working fluency in at least one of: telematics, fleet software, aftermarket and field service, predictive maintenance, enterprise data platforms

• Time at an early-stage company where the playbook didn't exist yet, and you were part of writing it

• Commercial maturity on pricing and margin, including when to hold firm on terms

• Clean CRM hygiene and a forecast people trust

Nice to have

• Existing relationships in material handling, construction equipment, specialty vehicles, or electrified systems

• You've converted a pilot into an enterprise agreement and can walk through how it happened

• Working fluency in at least one of: telematics, fleet software, aftermarket and field service, predictive maintenance, enterprise data platforms

• Comfort pricing data and AI platforms on value