Founding Account Executive

Middleware; San Francisco (CA); On-site; USD 70,000 - 100,000; Full time

Job summary

Middleware is seeking a full-time, on-site Account Executive in San Francisco. This role involves building relationships, identifying new opportunities, and guiding prospects through the sales journey. Candidates should have proven sales experience, preferably in SaaS or deep tech, along with strong communication, presentation, and negotiation skills. If you're excited about AI-driven observability, Middleware would love to meet you.

Qualifications

• Proven sales experience, preferably in SaaS or deep technology.
• Strong skills in communication, presentation, and negotiation.
• Ability to build trusted relationships with clients.

Responsibilities

• Build relationships and identify new opportunities.
• Guide prospects through the sales journey.
• Collaborate with a supportive team to help customers succeed.

Skills

Proven sales experience (SaaS/deep tech)

Strong communication skills

Presentation skills

Negotiation skills

Building trusted client relationships

Familiarity with CRMs and sales tools

Understanding of AI, cloud, and observability

Driven attitude

Team-first attitude

Comfort in a fast-paced environment

Job description

About Us

Middleware is an AI-driven cloud observability platform that helps engineering teams detect, diagnose, and automatically fix issues across Kubernetes, logs, traces, metrics, and more. With our Ops AI Agentic Mode, teams enjoy true autopilot observability—less noise, faster fixes, and smoother workflows. We’re on a mission to make infrastructure truly self-healing, and we’d love for you to be part of it!

About The Role

We’re looking for a full-time, on-site Account Executive in San Francisco. You’ll help us grow by building relationships, identifying new opportunities, sharing the magic of Middleware with prospects, and guiding them through the sales journey. You’ll collaborate with a fun, supportive team and play a key role in helping customers succeed.

What You Bring

• Proven sales experience (SaaS/ deep tech is a big plus)
• Strong communication, presentation, and negotiation skills
• A talent for building trusted client relationships
• Familiarity with CRMs and sales tools
• Bonus: understanding of AI, cloud, and observability
• Driven, positive, and ready to hit your goals
• A team-first attitude and comfort in a fast-paced environment
• If you’re excited about shaping the future of AI-driven observability, we’d love to meet you!