Founding Enterprise AE for AI-Powered Hardware

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

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.