Founding Account Executive

About Glasslake

Glasslake is building the operating system for SAP delivery — the infrastructure layer underneath the most complex and expensive IT projects companies run. SAP implementations move billions of dollars and thousands of consultants, but the knowledge generated in these projects is never captured: it lives in people's heads, disappears when the project ends, and gets rebuilt from scratch on every new engagement.

Glasslake solves this with an agentic orchestration platform that coordinates every phase of SAP transformation, capturing decisions, tests, and context as a byproduct of work already underway — building an organizational memory that accumulates across projects instead of resetting.

We're a team based in San Francisco and São Paulo, moving fast and already deployed with some of the largest SAP integrators in the world, including delaware Consulting, KPMG, and NTT Data. The team comes from Stanford, Meta, Two Sigma, Microsoft, and NASA.

About the Opportunity

Every enterprise runs on business processes: how they fulfill orders, procure materials, close books, manage supply chains. These processes get mapped during ERP implementations, then immediately start drifting. People leave. Documentation goes stale. The reasoning behind critical decisions disappears into tribal memory.

The result: a recurring, multi-million-dollar rediscovery effort every time a business needs to change, whether responding to new regulations, absorbing an acquisition, extending its systems, or optimizing workflows.

Over 75% of enterprise software implementations run over budget or over time. The global ERP services market is worth $250 billion annually. Agentic AI is about to restructure how all of that work gets done, and no tool is built for that transition yet.

About the Role

We're looking for a Founding Account Executive to own go-to-market at Luzid, working directly alongside the founders to drive revenue and build how we sell.

This isn't a role where you work a defined territory with a finished playbook — you'll help write it. You'll own the full cycle from cold outreach to signed contract, and help define how Luzid sells across systems integrator partners, the SAP ecosystem, and enterprise IT buyers globally.

The sale is unusual and that is the point. Your primary buyer is a systems integrator: a firm whose revenue model is billable hours, being asked to adopt a platform that compresses delivery cycles. Making that case requires understanding their economics well enough to show why capacity and win rate beat hours, and holding the argument in front of partners and delivery leadership who have heard every AI pitch of the last two years.

You'll have real leverage here. The deals are large, the category is heating up, and you'll shape the commercial engine of a company growing fast.

What You'll Do

• Own the full sales cycle across SI partners and enterprise buyers: prospecting, qualification, discovery, proof, negotiation, close.

• Develop, test, and iterate on outbound messaging across segments, geographies, and verticals — and keep what works.

• Build dual-threaded relationships with economic buyers and technical champions simultaneously, from partner-level sponsors to the delivery leads who have to live with the decision.

• Run pilots as commercial instruments. Scope them so they prove the thing that unlocks the contract, and drive them to a decision rather than letting them drift.

• Work directly with the founders to feed customer insight back into product direction and pricing.

• Build the commercial playbook as you go: qualification criteria, pricing motions, objection handling, and the artifacts the next AE will inherit.

• Represent Glasslake at industry events across the SAP ecosystem in the US, Brazil, and Europe.

What We're Looking For

• You have 5+ years in B2B SaaS sales, including at least one founding or early AE role where you built from near zero

• You've sold into enterprise or mid-market with deal cycles of 60 to 180 days and multi-stakeholder complexity

• You can run a complex sale without a large SDR, SE, or support team behind you

• Ambiguity energizes you and you treat a missing playbook as an opportunity, not a liability

• You close, and you can prove it

Nice to Have

• Experience selling into the SAP ecosystem, ERP services, or business consulting

• Background in AI, process automation, or implementation tooling

• Track record of taking a startup from founder-led sales to a repeatable motion

Why Join Glasslake Now

• Founding commercial hire — you build the engine rather than operating someone else's.

• Large deals inside some of the largest SAP integrators in the world, with the founders in the room when you need them.

• A category being created in real time, with a product already deployed and generating revenue.

• Competitive compensation with meaningful equity.