Account Executive

Parasail.ai

full-time

Posted on: 2/16/2026

Location Type: Hybrid

Location: San Mateo • California • United States

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About the role

Build pipeline from scratch — Prospect, qualify, and drive new opportunities into the funnel.
Own the sales cycle end-to-end — Discovery, technical validation, negotiation, and close.
Run high-impact demos — Tailor demos and POCs to customer use cases; credibly speak to infra, APIs, and performance.
Handle technical objections — Partner with engineering as needed, but be able to stand on your own with CTOs and dev teams.
Define the playbook — Work with founders to codify what works, refine messaging, and build repeatable processes.
Guide onboarding — Ensure first customers integrate smoothly and hit early milestones.
Close the feedback loop — Surface customer insights to inform product and GTM strategy.

5+ years in quota-carrying sales (Account Executive, Account Manager, or similar), ideally at a developer-focused or infrastructure startup.
Technical credibility — Comfort running demos, talking APIs, and engaging with engineering leadership (without needing an SE in the room).
Track record of hitting/exceeding quota and closing new logos.
Experience selling into mid-market or late-stage startups; ability to navigate technical + business conversations.
Thrives in ambiguous, fast-paced startup environments; motivated to build from zero.
Excellent communicator who can translate technical depth into clear customer value.

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales cycle managementtechnical validationnegotiationdemosproof of concepts (POCs)APIscustomer onboardingquota achievementcustomer insights analysis

Soft Skills

communicationtechnical credibilityproblem-solvingadaptabilitycollaborationcustomer engagementprocess refinementmotivationstrategic thinking