Account Executive

Job description

*Full-time | Hybrid or Remote | Reports to Founders* **Introduction:** - Join us at Fastino as we build **the next generation of LLMs and agentic systems**. Our team, boasting alumni from Google Research, Apple, Stanford, and Cambridge is on a mission to develop specialized, efficient AI. - **Fastino has raised $25M** (as featured in TechCrunch) through our seed round and is backed by leading investors including Microsoft, Khosla Ventures, Insight Partners, Github CEO Thomas Dohmke, Docker CEO Scott Johnston, and others. - The Head of GTM will **own the entire GTM and Sales engine from day one:** owning strategy and execution across sales and growth channels, working closely with the founders to define and scale our growth initiatives and build our future sales organization. **What You’ll Own:** - **Full-Cycle Sales Execution:** Run the entire sales process end-to-end; from outbound prospecting, qualification, demos, proof-of-concepts, negotiation, and closing. Expect to be an IC with the founders until we scale. - **Pipeline Generation & Outbound Motion:** Work with the Fastino marketing lead and own pipeline creation using a modern GTM tool stack (e.g., Clay, Apollo, Gong, HubSpot, Zapier, Notion). Build highly targeted outbound campaigns with agentic, automated workflows. - **Customer Discovery Assessment:** Work directly with customers to understand their workflows, pain points, and success metrics - and collaborate with Fastino’s engineering team to translate those insights into Fastino’s product roadmap. - **Onboarding & Customer Success:** Shepherd early customers through onboarding and activation, ensuring they get value fast. Build repeatable customer journeys that reduce time-to-value and improve retention. - **Channel Strategy:** work with founders to manage sales channels (cloud providers, hyperscalers) and additional acquisition levers - outbound, partnerships, events, community, etc. - **Operational Excellence:** Set up first class GTM systems: CRM workflows, automation, dashboards, forecasting, and reporting. Ensure operational excellence in every customer interaction. - **Team Building & Leadership:** As traction grows, build and lead a high-performance sales team. This includes hiring AEs, CS, defining roles, setting quotas, mentoring talent, and owning GTM org design. **What We’re Looking For** - **7-8 years in B2B SaaS or AI go-to-market roles**, including carrying a quota and closing meaningful deals. - Demonstrated success selling **AI, ML, automation, or technical products** to startups, scale-ups, mid-market or enterprise buyers. - Experience operating as a **player-coach** - willing to own IC responsibilities at first while laying the foundations for a future team. - Experience with **PLG sales processes** - Proven ability to build pipeline from scratch and create repeatable sales motions. - Strong understanding of **LLMs, agentic systems, AI workflows**, and the modern AI tooling ecosystem. - Ability to communicate technical concepts clearly to both engineering and business stakeholders. - Comfortable collaborating directly with founders, engineers, and researchers.