Account Executive (Full-Cycle)

## **TL;DR** You'll be one of Dosu's first non-technical hires, working directly with our Head of Sales to own the entire revenue cycle — from building pipeline to closing deals. This isn't a hand-off role. You'll generate your own opportunities and see them through to signed contracts. If you want to build a full-cycle sales motion from scratch at a company defining the future of AI Knowledge Infrastructure, this is your seat. ## **About the Role** We're hiring a founding full-cycle AE — not a traditional salesperson. The best candidates will thrive at both ends of the funnel: generating their own pipeline through relentless outbound, and closing that pipeline through sharp discovery, relationship-building, and deal execution. Here's the truth: your success in this role depends first on your success as a pipeline generator. You won't have enough opportunities to close if you're not constantly creating them. The AEs who win here are the ones who treat prospecting as a competitive advantage, not a chore. Our best performers come from unexpected places: former athletes, ex-consultants, teachers, founders who've done their own sales, or anyone whose background proves they can outwork and outthink a room. If you see rejection as data and ambiguity as opportunity, keep reading. ## **What You'll Do** ### **Pipeline Generation (your foundation for everything else):** - Proactively identify and target potential customers through research, strategic outreach, and networking — owning pipeline from day one. - Drive outbound through cold calls, personalized emails, LinkedIn DMs, LinkedIn content creation, and in-person events and conferences. - Build and iterate on outreach sequences that convert — experimenting with messaging, channels, and timing to find what works. - Qualify inbound and outbound leads by understanding their needs and evaluating fit with our solutions. - Identify ICP patterns and document winning playbooks that can scale to a full sales team. ### **Closing & Account Management (where pipeline becomes revenue):** - Run discovery calls and product demos that uncover real pain and map our solution to it with precision. - Manage the full sales cycle post-discovery — from proposal and negotiation to signed contract. - Build and maintain strong relationships with prospects and champions throughout the buying process. - Navigate complex deals with multiple stakeholders, creating urgency and consensus without burning trust. - Forecast accurately, maintain a clean pipeline in CRM, and hold yourself accountable to monthly and quarterly targets. - Collaborate with the team to refine positioning, objection handling, and messaging based on what you hear in the field. ## **What You Need** - 2+ years of excellence in a demanding role — full-cycle sales, SDR-to-close, consulting, banking, or anything that required serious output and accountability. - Proven ability to both generate pipeline and close it — this role rewards self-sufficient hunters. - Clear, compelling communicator across written, verbal, and video formats — you can hold a room and write an email that gets a reply. - Ability to speak credibly to technical founders and decision-makers; you don't need to be an engineer, but you can't fake it. - Self-starter with a positive, results-oriented mindset who thrives in fast-paced, undefined environments. - High sense of urgency — you move fast, follow up relentlessly, and hate leaving a deal to go cold. - Disciplined CRM hygiene and forecasting; you know the pipeline is only as valuable as the data behind it. ## **Who Thrives Here** - Chameleons who speak the language of technical buyers - People who've built something from nothing - Those who see rejection as data, not defeat - Self-taught experts in any domain - Anyone who wakes up wanting to win the day ### **Most Important Qualities** - **🔍** Figure-it-out factor — you see ambiguity as opportunity, not obstacle. - **🏆** Competitive drive — you keep score and hate losing more than you love winning. - **📈** Coachability — you seek feedback actively and implement it immediately. ## Nice-to-Haves - Experience selling to technical buyers or developer-focused products. - Experience in a startup in any capacity. - Network within the startup or tech community. - Hands-on experience with CRM and sales tools (HubSpot, Clay, Apollo, or similar). - Experience with LinkedIn content creation or social selling. ## Your Growth Path This is a founding AE role with clear paths to sales leadership, Head of Sales, or other growth functions based on your performance and interests. We promote from within and we're building this team to scale — your ceiling here is as high as your ambition. ## The Perks - Be an early member of the team and have an outsized impact on company culture - Competitive salary and commission structure for role and stage of company commensurate with experience - In-person SF office - Regular team lunches, events, and offsites - Unlimited PTO - Healthcare, Dental, and Vision Insurance (100% covered) - 401k - Learn how to pull an espresso and make a latte ☕ ## The Process Interviewing is hard. We aim to keep the interview process relatively succinct (1-3 weeks end-to-end), topical to what you’d be working on at Dosu, and—as much as possible—enjoyable. ### 1. Intro Call (20 minutes / Google Meet) A casual 30 minute video call to 1. Learn more about you, your background, and what you are looking for 2. Learn more about Dosu, where we are, where we are going 3. Align on how you might fit into the team ### 2. Deep Dive Strategy Call (30 minutes / Google Meet) A deep-dive into a previous projects that you’ve worked on, the scope of your role, what worked, what didn’t, etc. ### 3. Online Case Study (1 hour / Google Meet or In-Person) You’ll be given a case study to present to the Dosu team. ### 4. Onsite Superday (2 hours / In-Person) You’ll be given a series of problems to work through and present your solutions with our leadership team in-person. ## Interested? Apply here online or on our website () Let's grow together (and fast)!