Pinata

Account Executive

Pinata

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $125,000 per year

Job Level

Mid-LevelSenior

Tech Stack

IPFSWeb3

About the role

  • Own the full sales cycle: Prospecting, discovery, MEDDPICC-driven qualification, solution design, proposals, and closing.
  • Engage technical stakeholders: Partner directly with developers and engineering leaders to validate use cases, map integrations, and ensure frictionless adoption of Pinata Enterprise.
  • Translate technical concepts into business value: Articulate IPFS, APIs, content delivery, integrations, and architecture in a way non-technical executives can understand.
  • Build and manage a healthy pipeline: Create and execute strategies to land high-value enterprise accounts across gaming, media, marketplaces, and other tech-forward industries.
  • Drive revenue growth: Consistently meet and exceed quarterly ACV targets through disciplined forecasting and deal execution.
  • Partner cross-functionally: Work with founders and engineering to refine GTM strategy, messaging, pricing, and enterprise positioning.
  • Influence product direction: Surface customer insights that help shape features, documentation, and the overall developer experience.
  • Create scalable sales assets: Develop repeatable playbooks, case studies, qualification frameworks, and technical collateral with the business team.

Requirements

  • Must have
  • - 3–5+ years of SaaS sales experience in infrastructure, developer tools, API-based products, or adjacent technical markets
  • - Demonstrated mastery of MEDDPICC (or MEDDICC/MEDDIC) with the ability to qualify complex deals, identify economic buyers, drive compelling events, and maintain accurate forecasting
  • - Proven track record closing six-figure enterprise deals with both technical and business stakeholders
  • - Strong technical fluency with confidence in navigating API concepts, integrations, developer workflows, security considerations, and solution architecture
  • - Consultative sales approach with the ability to understand customer pain points and map Pinata’s value to technical requirements
  • - Early-stage mindset of resourcefulness, adaptability, and eagerness to help build scalable processes in a fast-moving startup
  • - Exceptional communication and storytelling skills with the ability to tailor messaging to engineers, executives, and cross-functional partners
  • Nice to have
  • - Familiarity with Web3, decentralized storage, or content delivery is a strong plus
  • - Experience as an early startup hire, founder, or entrepreneur
Benefits
  • 🌐 Ability to work remotely from anywhere you have work authorization that aligns with team's working hours
  • 🩺 Health, dental, and vision insurance benefits with generous employer contributions and access to HSA account
  • 💸401(k) plan with match for eligible U.S. employees after 1 year of tenure, and Retirement Savings Plan for eligible Canadian employees
  • 🌴 Flexible paid time off
  • 🧘 Annual wellness stipend
  • 💻 Annual professional development stipend
  • 🐣 18 weeks parental leave for full-time, salaried employees, including birth, adoption, or surrogacy
  • 🏦 Meaningful equity for full-time, salaried employees
  • 🤩 Opportunity to join us at an early stage where your contributions will make an impact, and you’ll have opportunities to flourish

Applicant Tracking System Keywords

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

Hard skills
SaaS salesMEDDPICCAPIintegrationssolution architectureforecastingconsultative salestechnical fluencyenterprise salespipeline management
Soft skills
communication skillsstorytellingadaptabilityresourcefulnesscustomer understandingcross-functional collaborationinfluencestrategic thinkingproblem-solvingrelationship building