Founding Enterprise Account Executive - AI-Driven Hardware

Aerovy; Atlanta (GA); On-site; USD 120,000 - 180,000; Full time

Job summary

Aerovy seeks a founding Account Executive to build its GTM engine in Atlanta. You’ll own the full sales cycle from prospecting to closing, shaping the narrative with customers and aligning roadmaps with product teams.

This fast-paced startup offers exposure to six- and seven-figure deals and a direct line to the CEO. You’ll create pipelines from 120 named accounts, apply MEDDIC or SPICED, and drive value through pilots and business cases.

Qualifications

• 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.
• 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.

Responsibilities

• Build your own pipeline from the 120 named account 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 start from your process

Skills

Enterprise software sales

Full-cycle selling

MEDDIC/SPICED

Industrial domain

Tools

CRM software

Job description

Aerovy seeks a founding Account Executive to build its GTM engine in Atlanta. You’ll own the full sales cycle from prospecting to closing, shaping the narrative with customers and aligning roadmaps with product teams.

This fast-paced startup offers exposure to six- and seven-figure deals and a direct line to the CEO. You’ll create pipelines from 120 named accounts, apply MEDDIC or SPICED, and drive value through pilots and business cases.