GTM (North America)

Glasslake Funding; San Francisco (CA); Hybrid; USD 120,000 - 195,000; Full time

Benefits offered by this job

Equity

Job summary

Glasslake is hiring a Founding Account Executive to own go-to-market for the enterprise software platform that accelerates SAP delivery. You’ll lead from cold outreach to signed contracts, and shape go-to-market with SI partners, SAP ecosystem, and enterprise IT buyers worldwide.

You’ll write the sales playbook, manage multi-stakeholder cycles, and report directly to the founders. This is a high-velocity, equity-forward opportunity in a hybrid US-based role.

Qualifications

• 5+ years in B2B SaaS sales, including founding or early AE experience.
• Ability to close large enterprise deals with multi-stakeholder buy-in.
• Comfort building playbooks and selling to system integrators and enterprise buyers.

Responsibilities

• Own the full sales cycle across SI partners and enterprise buyers: prospecting, qualification, discovery, proof, negotiation, close.
• Develop, test, and iterate outbound messaging across segments, geographies, and verticals.
• Build dual-threaded relationships with economic buyers and technical champions, from partners to delivery leads.
• Run pilots as commercial instruments scoped to prove value and drive a decision.
• Work with the founders to feed customer insight into product direction and pricing.
• Build the commercial playbook for qualification criteria, pricing motions, and objection handling.
• Represent Glasslake at SAP ecosystem events in the US, Brazil, and Europe.

Skills

B2B SaaS sales

Founding / early AE

Enterprise deals

Multi-stakeholder

Negotiation

Job description

Transforming enterprise software adoption

Help build the agentic AI platform that turns SAP project knowledge into action. Join us to make enterprise transformation faster, safer, and smarter.

Glasslake is building the platform for enterprise software adoption—solving what actually causes software to fail in the real world. It is rarely the code itself. It is everything surrounding it: unclear requirements, misaligned stakeholders, and uncertainty about whether what was built will truly work.

Our platform gives organizations control over their requirements and clarity on what to build. It helps teams move at the speed of business judgment, even across the most complex systems. By combining human insight with technical execution, Glasslake enables enterprises to build and adopt software that delivers on its promise.

Code was never the true bottleneck. The challenge is orchestrating stakeholders, translating their needs into precise requirements, and validating that those requirements have been met. As AI makes software development faster and more accessible, solving these human and organizational problems becomes more important than ever.

We are a team of researchers and engineers building tools that will transform how enterprise software is implemented and adopted. Our work touches the systems that underpin 87% of global commerce, process $46 trillion in annual flows, and manage 78% of the world’s food distribution.

Open roles

Join Our Team

GTM (North America)

Location

Employment Type

Full time

Location Type

Hybrid

Department

GTM

About Glasslake

Glasslake is building the operating system for SAP delivery — the infrastructure layer underneath the most complex and expensive IT projects companies run. SAP implementations move billions of dollars and thousands of consultants, but the knowledge generated in these projects is never captured: it lives in people's heads, disappears when the project ends, and gets rebuilt from scratch on every new engagement.

Glasslake solves this with an agentic orchestration platform that coordinates every phase of SAP transformation, capturing decisions, tests, and context as a byproduct of work already underway — building an organizational memory that accumulates across projects instead of resetting.

We're a team based in San Francisco and São Paulo, moving fast and already deployed with some of the largest SAP integrators in the world, including delaware Consulting, KPMG, and NTT Data. The team comes from Stanford, Meta, Two Sigma, Microsoft, and NASA.

About the Opportunity

Every enterprise runs on business processes: how they fulfill orders, procure materials, close books, manage supply chains. These processes get mapped during ERP implementations, then immediately start drifting. People leave. Documentation goes stale. The reasoning behind critical decisions disappears into tribal memory.

The result: a recurring, multi-million-dollar rediscovery effort every time a business needs to change, whether responding to new regulations, absorbing an acquisition, extending its systems, or optimizing workflows.

Over 75% of enterprise software implementations run over budget or over time. The global ERP services market is worth $250 billion annually. Agentic AI is about to restructure how all of that work gets done, and no tool is built for that transition yet.

About the Role

We're looking for a Founding Account Executive to own go-to-market at Luzid, working directly alongside the founders to drive revenue and build how we sell.

This isn't a role where you work a defined territory with a finished playbook — you'll help write it. You'll own the full cycle from cold outreach to signed contract, and help define how Luzid sells across systems integrator partners, the SAP ecosystem, and enterprise IT buyers globally.

The sale is unusual and that is the point. Your primary buyer is a systems integrator: a firm whose revenue model is billable hours, being asked to adopt a platform that compresses delivery cycles. Making that case requires understanding their economics well enough to show why capacity and win rate beat hours, and holding the argument in front of partners and delivery leadership who have heard every AI pitch of the last two years.

You’ll have real leverage here. The deals are large, the category is heating up, and you’ll shape the commercial engine of a company growing fast.

What You’ll Do

Own the full sales cycle across SI partners and enterprise buyers: prospecting, qualification, discovery, proof, negotiation, close.

Develop, test, and iterate on outbound messaging across segments, geographies, and verticals — and keep what works.

Build dual-threaded relationships with economic buyers and technical champions simultaneously, from partner-level sponsors to the delivery leads who have to live with the decision.

Run pilots as commercial instruments. Scope them so they prove the thing that unlocks the contract, and drive them to a decision rather than letting them drift.

Work directly with the founders to feed customer insight back into product direction and pricing.

Build the commercial playbook as you go: qualification criteria, pricing motions, objection handling, and the artifacts the next AE will inherit.

Represent Glasslake at industry events across the SAP ecosystem in the US, Brazil, and Europe.

What We’re Looking For

You have 5+ years in B2B SaaS sales, including at least one founding or early AE role where you built from near zero

You've sold into enterprise or mid-market with deal cycles of 60 to 180 days and multi-stakeholder complexity

You can run a complex sale without a large SDR, SE, or support team behind you

Ambiguity energizes you and you treat a missing playbook as an opportunity, not a liability

You close, and you can prove it

Nice to Have

Experience selling into the SAP ecosystem, ERP services, or business consulting

Background in AI, process automation, or implementation tooling

Track record of taking a startup from founder-led sales to a repeatable motion

Why Join Glasslake Now

Founding commercial hire — you build the engine rather than operating someone else's.

Large deals inside some of the largest SAP integrators in the world, with the founders in the room when you need them.

A category being created in real time, with a product already deployed and generating revenue.

Competitive compensation with meaningful equity.