Founding Account Executive

What you'll do

• Own the full cycle end-to-end: prospect, book, demo, negotiate and close — no SDR to hand off from and no sales engineer to hide behind (yet).
• Run technically credible demos yourself — show engineers and AI teams how Roark tests, scores and monitors their voice agents, and field the hard questions live.
• Build the top of the funnel: outbound to teams shipping voice agents, inbound follow-up in minutes not days, and a motion repeatable enough to hire against.
• Get hands-on with the product — connect an agent, run a simulation, read a scorecard — so your demo is the real thing, not slides.
• Be the voice of the customer inside the company: route objections, lost-deal reasons and feature gaps straight to the founders and engineering.
• Write the first go-to-market playbook — messaging, qualification, pricing conversations — so the next five reps ramp in weeks, not quarters.

What you'll bring

• 3+ years closing technical or developer-facing products (dev tools, infra, APIs, ML/AI or observability), carrying a number and hitting it.
• Full-cycle reps: you have sourced your own pipeline and booked your own demos, not just closed what marketing handed you.
• Technical fluency — you can hold your own with engineers, learn a product deeply, and demo it without a sales engineer in the room.
• Real hunger for the top of the funnel: relentless follow-up, and happy to build pipeline from zero.
• Based in the San Francisco Bay Area — we are fully remote (no office), but we want this seat in SF, close to customers and to founders on the ground.

Nice to have

• You have been an early or founding go-to-market hire before, and can sell before the category fully exists.
• Familiarity with voice AI, LLMs, evals, or the teams building conversational agents.
• You thrive with founders and little structure — you would rather write the playbook than inherit one.