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Garden · 12 hours ago

Founding Account Executive

New York, NY

Full-time

Onsite

Mid, Senior Level

$200K/yr - $300K/yr

3+ years exp

Garden is a company that accelerates global technological development by fixing the patent system through AI-powered tools. The Founding Account Executive will own the full enterprise sales motion, partner with the CEO, and help shape the go-to-market strategy for a highly technical product.

Artificial Intelligence (AI)LegalLegal Tech

Responsibilities

Own the full cycle: outbound, prospecting, discovery, multi-threading, pilots/POCs, negotiation, and close for mid-market and enterprise accounts (AmLaw firms, litigation boutiques, Fortune 1000 in-house/IP, and R&D-heavy companies)

Become a domain expert: learn patent workflows (102/103, IPRs, claim charting, prosecution vs. litigation) and credibly demo platform to partners, GCs, heads of IP, and technical stakeholders

Build trust with skeptics: handle objections to automation/AI by diving into details—how we source prior art, chart accuracy, explainability, validation, and risk

Create the playbook: codify messaging, sequences, qualification, proof frameworks, and deal reviews; help stand up repeatable pipeline generation

Forecast with discipline: maintain clean pipeline/CRM hygiene, deliver dependable forecasts, and consistently hit/exceed targets

Close the loop with product: translate customer pain into roadmap input; influence experiments on pricing, packaging, and pilots

Partner on deployment: ensure smooth handoffs to Customer Success; stay involved through value realization in the first 90 days

Represent Garden at industry events (AIPLA, IPO, INTA, IPBC, litigation conferences) and targeted field marketing

Qualification

B2B SaaS salesEnterprise salesTechnical product demoPipeline managementLegal/IP domain experiencePresenterCrisp writerBuilder mentalityHigh integrityTechnical curiosity

Required

3–5 years closing new business in B2B SaaS with complex, consultative deals; consistent success against $1M+ new ARR or equivalent new-business quotas

Enterprise seller DNA: skilled at discovery, value mapping, multi-threading, navigating procurement/legal, and building executive champions

Technical curiosity: comfortable demoing AI/analytics products and getting into the weeds on workflows, data sources, and evaluation

Builder mentality: scrappy prospector, crisp writer, strong presenter; thrives with ambiguity and low process; eager to write the first version of 'how we sell.'

High integrity forecaster with rigorous pipeline management

Location: In-person, NYC (required). Willing to travel for customers and conferences