Sr. Account Executive (Developer Productivity)

Larridin, Inc.; South San Francisco (CA); Hybrid; USD 255,000 - 300,000; Full time

Benefits offered by this job

Health insurance

HSA and FSA

Life, AD&D, short- and long-term disab

Paid parental leave

Flexible time off

Hybrid work schedule (San Francisco)

Equity plan

OTE ranges $255,000 - $300,000

Job summary

Larridin, Inc. is hiring a high-performing Enterprise Sales professional to close deals across North America, targeting Fortune 500-2000 accounts. You will operate in a category-first sales motion, connect AI impact with business outcomes, and own a quota-bearing book.

This role emphasizes executive relationship building, disciplined pipeline management, and cross-functional collaboration to drive expansion and final revenue within a complex enterprise landscape.

Qualifications

• 4-8+ years quota-carrying B2B technology sales experience.
• Proven track record closing complex enterprise deals as an individual contributor.
• Experience selling top-down to C-suite buyers and multi-threading across stakeholders.

Responsibilities

• Own an assigned Fortune 500-2000 target accounts book from pipeline to signed revenue.
• Execute a repeatable top-down enterprise sales process from discovery through close.
• Maintain disciplined pipeline hygiene, forecasting, and account planning.
• Drive expansion within accounts to grow ACV/TCV over time.
• Build executive relationships with CIOs, CFOs, COOs and AI governance leaders.

Skills

Quota-carrying

Enterprise deals

C-suite selling

CRM hygiene

Education

Bachelor's degree or equivalent

MBA or advanced degree

Tools

Salesforce

HubSpot

Job description

Close deals across North America, selling a new category, engineering performance and AI impact measurement, to CTOs, VPs of Engineering, CIOs, and CFOs. Help enterprise leaders connect engineering output, code quality, agent effectiveness, and AI spend so they can prove what their AI investment delivers. Operate as a disciplined, repeatable part of Larridin’s enterprise sales motion.

Outcomes

• Revenue Growth (Personal Quota): Own and close an individual sales quota, carrying an assigned book of Fortune 500-2000 target accounts from pipeline to signed revenue, and contributing to documented benchmarks for deal size and sales-cycle length.
• Enterprise Sales Motion: Execute a repeatable top-down enterprise sales process from discovery through close, in a category the buyer may not yet have budgeted for.
• Pipeline, Forecasting: Disciplined pipeline hygiene, forecasting, and account planning.
• Expansion & Net Revenue Retention (Growing ACV/TCV in the Base): Every customer signed should grow, convert, expand, and become an advocate. This person personally drives expansion within their own accounts to grow TCV over time.
• Enterprise Selling: Proven ability to personally sell complex B2B technology through a top-down enterprise motion to senior executive buyers at Fortune 500 companies; evidenced by deals carried and closed individually, not managed through others.
• Category Creation & Consultative Selling: Has sold something the buyer had no existing budget line for. Can build the economic case, create urgency without a competitive bake-off, and teach a market rather than respond to an RFP. This is a screening competency; candidates who have only sold into established categories with named competitors are unlikely to succeed here.
• Executive Relationship Building: Builds and uses senior relationships to reach CIOs, CFOs, COOs and AI governance leaders directly, rather than waiting for inbound interest or relying solely on marketing-generated leads.
• Sales Operating Rigor: Uses data to manage their own pipeline, forecasting, account plans, and productivity. Treats CRM hygiene as a personal discipline, not an administrative afterthought.
• Navigating Complex Organizations: Comfortable multi-threading large, matrixed Fortune 500 organizations and running a parallel-track sales process across multiple stakeholders and business units simultaneously.
• Cross-Functional Partnership: Works effectively with Sales leadership, Marketing, Product, and CX, turning customer and prospect feedback into actionable market intelligence without creating an "us vs. them" culture.

Qualifications

Required

• 4-8+ years of quota-carrying B2B technology sales experience, including 2-4+ years personally closing complex enterprise deals as an individual contributor.
• Consistent record of meeting or exceeding personal quota, with deals carried and closed individually rather than managed through others
• Track record of closing deals with sales cycles of 3 to 12 months
• Experience selling top-down to C-suite buyers (CIOs, CFOs, COOs) and multi-threading across stakeholders and business units in large, matrixed organizations
• Has sold a new or emerging category where the buyer had no existing budget line, building the economic case without relying on a competitive bake-off or RFP
• Disciplined pipeline management, forecasting, and CRM hygiene (e.g., Salesforce or HubSpot)
• Bachelor's degree in business, economics, engineering, computer science, or a related field, or equivalent professional experience

Preferred

• Experience selling AI, data and analytics, or enterprise IT software (e.g., endpoint management, MDM, observability, security) to IT, finance, and operations leaders
• Startup or early-stage company experience, including building pipeline without a large brand or dedicated SDR support
• Established network of senior executive relationships across North American Fortune 500 companies
• Track record of driving expansion and net revenue retention within an existing account base
• Familiarity with a structured enterprise sales methodology such as MEDDPICC, Command of the Message, or Challenger
• MBA or other advanced degree

About Larridin

We Measure AI Impact. Larridin is the measurement layer for AI in the enterprise. As companies move AI into production, the real question isn't only which models work, it's what measurable business impact those models produce. Larridin turns AI from a black box into an evidence system: we observe adoption, evaluate proficiency, and, critically, connect AI behavior to business outcomes so leaders can trust, govern, and invest in AI with confidence.

We measure AI Impact across multiple, practical dimensions (speed, quality, absorption, and business outcome), triangulating telemetry, external system data (CRM, project tools, etc.), and human signals so that AI investment maps to real value, not just usage. This lets enterprises spot where AI is creating value, where work is piling up waiting for human review (absorption capacity), and where workflows must be redesigned to scale impact. We're not just building AI features.

We're building AI-native teams that own outcomes. AI is the default lens for how we build, market, and scale the business. If you treat AI like a checkbox, this role isn't for you.

• Medical, dental, and vision insurance
• Health Savings Account (HSA) and Flexible Spending Accounts (healthcare and dependent care)
• Employer-paid life, AD&D, and short- and long-term disability insurance
• Paid parental leave
• Flexible time off policy
• Hybrid work schedule, with 3 days a week in our San Francisco office
• OTE ranges from $255,000 - $300,000 (Base and Variable compensation combined). Open to negotiation.
• This role is also eligible for Larridin's equity plan.
• Final compensation is based on experience, qualifications, location, and skills assessed during the interview process, and will be confirmed in writing at the time of offer.
• Ranges are based on current market data and may change as new data becomes available.