Delphina · 2 days ago
Founding Account Executive
SF Bay Area
Full-time
Onsite
Mid, Senior Level
3+ years expDelphina is an early-stage AI company focused on helping teams answer complex, decision-critical questions quickly and reliably. The Founding Account Executive will own pipeline and deals, guiding customers through proof-of-value motions and helping to define the company's growth strategy.
Artificial Intelligence (AI)Predictive AnalyticsSoftware
Responsibilities
Build and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansion
Own deals from first conversation through close, with clear qualification and momentum
Turn vague customer interest into decision-relevant problems tied to real business outcomes
Identify buying committees, success criteria, and blockers early
Lead high-impact proof-of-value motions in partnership with solutions and product
Keep POVs focused, urgent, and tied to a clear buying decision
Quantify business impact and help customers build internal conviction and a buyer-ready business case
Develop strong customer relationships and identify new use cases, teams, and value opportunities post-close
Partner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooks
Turn early wins (and losses) into repeatable systems
Qualification
Required
3–5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed–Series C)
Proven track record of closing mid-market or enterprise deals with multiple stakeholders
Strong discovery skills and comfort selling to both technical and business buyers
Ability to lead complex sales cycles that include POVs, pilots, or evaluations
Comfort operating with ambiguity and building while selling
High urgency and bias toward action
Clear, confident communicator -- written and verbal -- with senior leaders
Ownership mindset: you take responsibility for outcomes, not just activities
Growth mindset and willingness to learn technical concepts well enough to sell credibly
You use AI to build leverage (research, prep, follow-ups, systems), not just write emails
Preferred
Experience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)
Experience selling deals that expand over time (land-and-expand motions)
Experience helping build early sales playbooks, pricing intuition, or qualification frameworks
Benefits
Industry competitive base salary plus commission with uncapped upside
Generous equity as part of the founding GTM team
Company
Delphina
Delphina is an AI Data Scientist that helps data science teams drive business impact faster
11-50 employees
Funding
Current Stage
Early StageTotal Funding
$7.5M2023-12-13Seed· $7.5M
Leadership Team
Duncan Gilchrist
Co-Founder
Jeremy Hermann
Co-Founder
Recent News
Crunchbase News
2024-11-27
Company data provided by crunchbase