sales
Posted Dec 19, 2025Account Executive, Digital Native
at Blacksmith
San Francisco, United StatesOn-site
Responsibilities
- OWN END-TO-END PIPELINE GENERATION - Build your own pipeline through outbound, targeted campaigns, and creative prospecting. - Leverage product signals, usage patterns, and founder/VC networks to identify high-potential accounts.
- EXECUTE WITH EXCELLENCE - Develop and present persuasive value propositions tailored to engineering leaders and founders. - Negotiate SaaS and infrastructure contracts with procurement and technical stakeholders. - Forecast accurately and manage a high-velocity pipeline with discipline.
- COLLABORATE CROSS-FUNCTIONALLY - Work with product to inform roadmap decisions based on customer needs. - Provide crisp market feedback to help refine messaging, positioning, and playbooks. - Help define and evolve our Digital Native GTM motion as an early team member.
Requirements
- Our first product helps companies run GitHub Actions substantially faster and cheaper by owning and operating our own global fleet of bare-metal machines rather than renting generic cloud VMs. - Today, we orchestrate tens of millions of Firecracker VMs each month, running CI for 3,000+ companies and hit ~$10M in ARR in less than 2 years.
- Our GTM is led by Jon Boyer, formerly Head of Sales at Zapier. - We’re now extending the same CI infrastructure into a broader platform: running agent sandboxes at scale and building our own background coding agent on top of it.
- Experience with MEDDICC, Challenger, command of the message, or similar frameworks. - Communicate with clarity and confidence.
Experience
- YOU’LL BE A GREAT FIT IF YOU: - Have 3+ years of quota-carrying AE experience.
Benefits
- Digital Natives expect speed — you thrive in it. BONUS POINTS -
- Experience selling into Digital Native or startup ecosystems. - Familiarity with PLG-adjacent signals, cloud economics, or CI/CD pipelines. - Entrepreneurial background (side projects, early-stage startups, etc.). - Ability to build repeatable processes from scratch. COMPENSATION &