Founding Account Executive

Job description

ABOUT WHITE CIRCLE We process over 100M+ API calls every month and have raised $11M from top funds, founders, and senior leaders at OpenAI, Anthropic, HuggingFace, Mistral, DeepMind, Datadog, Sentry, and others. White Circle https://whitecircle.ai/ is an AI Safety company building the safety, reliability, and optimization layer for AI systems. At the core of our platform are policies – simple natural-language rules that define what an AI model should and shouldn’t do. We automatically test, enforce, and continuously improve these policies at scale. We fine-tune and train our own LLMs so they run faster and cheaper than any open or proprietary model. We’re at a multi-million dollar run rate already having signed customers like Lovable and multiple neobanks. You’ll be joining at the most exciting time - early enough that the equity can be life changing but at a point where demand has been proven. We’re a small, highly focused team. If you want to work deeply on hard problems and build the category-defining company in AI safety – this role is for you. WHAT YOU'LL DO This is our first dedicated US sales hire. You’ll own high-intent technical deals, shape the sales motion from first principles, and have a path to building or leading part of the revenue org as we scale - Build pipeline. You will build relationships with executives we can help. That means working referral networks, getting coffees, traveling to conferences, staying close to customers, picking up the phone and turning one good relationship into five more. You’ll do much more than sequencing prospects to death. The goal is to become the kind of person executives actually want to talk to and open doors for. - Run deals. You will own six-figure sales cycles from first conversation to signature. You will understand the business problem, buying dynamics, political map, risks, and path to close. You will be clear about what needs to happen next, who owns it, and whether the deal has legs. - Help crack the sales playbook. You will help sharpen the ICP, narrative, proposals, ROI cases, mutual action plans, pricing etc. We have great traction, but the sales motion is not fully figured out. Ultimately you’ll have a chance to lead a team if you want it and earn it. MUST-HAVES - 5+ years carrying a closing quota in B2B SaaS, infrastructure, security, developer tools, or AI, with a track record of closing net-new mid-market or enterprise deals at $100k+ ACV - Energized by founder-style selling: sourcing strategic accounts, mapping buying committees, creating urgency, and closing without a fully built machine around you - Technically literate - can hold conversations about complex technical products and have credibility with technical buyers - Can operate effectively without established playbooks or processes - Extensive cold calling experience - Readiness to travel STRONG NICE-TO-HAVES - Have founded a company or built something from scratch - Started in outbound/SDR and earned a closing role quickly - Have been an early sales hire at a startup, especially a YC company - Have experience as a software engineer, solutions engineer, sales engineer, or in another technical role WHAT SUCCESS LOOKS LIKE AFTER 12 MONTHS - You’ve closed multiple large logos, adding $500k-$1m in revenue - You’ll be on track to earn leadership through your performance, if desired - You will have helped find message-market fit and contributed to the sales playbook COMPENSATION & BENEFITS - Meaningful equity package - Fully remote within the US, EST preferred - All the hardware, subscriptions, tools, and services you need - Paid time off in line with your local regulations, no matter where you work from - Team off-sites twice a year: we’ve recently been to the Alps and to Saint-Tropez HOW WE HIRE 1. Call with Head of Revenue (30 min) 2. Practical Sales Exercise with Head of Revenue (60 min) 3. Final conversation with our CEO (30 min)