Account Executive - AI Native

San Francisco · Full-time · Five days onsite
$150K base · $300K on-target earnings · Equity · Uncapped commission

Join Wafer as one of our first account executives selling to AI-native companies. This is a full-cycle sales role. You’ll help decide which accounts to pursue, reach out to founders and engineering leaders, and turn those conversations into qualified deals. You’ll own six- and seven-figure opportunities from first outreach through technical evaluation, signature, and expansion, working directly with our CEO and inference engineers.

What you'll do

• Own the full cycle: find the account, run discovery, get to a benchmark on the customer's own traffic, write the proposal, negotiate and close.

• Land new customers on six- and seven-figure contracts.

• Build your own pipeline through outbound, your network, events and investor intros, on top of what our growth team sends you.

• Turn growing serverless accounts into committed contracts, and go back to signed customers every quarter for expansion.

• Coordinate benchmarks with our engineers. Agree with the customer on what success means before the test starts, and ask for the decision when we hit it.

• Keep an honest forecast. Every deal has an owner, a number and a next step.

• Bring what customers tell you back to product and engineering.

What you bring

• 3+ years carrying a quota as a full-cycle seller, including at least one new customer you personally closed at $500K or more in annual contract value.

• A track record of generating your own pipeline and examples of deals you personally opened and carried through signature.

• Experience selling technical infrastructure to engineers. Cloud, GPU infrastructure, developer tools, and data platforms are all relevant. Direct inference sales is a strong plus.

• The ability to explain how latency, throughput, reliability, and cost affect a customer’s product, and the judgment to know when to bring in engineering.

• Clear writing and an interest in building a sales process as you run it.

Compensation

• $150K base and $300K OTE, with a 50/50 split, equity, and uncapped commission with accelerators above target.

• Your first two months include guaranteed target commission on top of your base salary. During that time, you’ll learn Wafer’s inference platform, start building your own pipeline, and work with our engineers to move your first deals into technical evaluation.

How we interview

We’ll start with a 30-minute conversation about deals you’ve sourced and closed and what you want to build next. Then we’ll do a deal review and a conversation with our CEO, followed by an onsite with a live discovery exercise and time with the team.

How we evaluate

We score every candidate on seven values:

1. Infinitely Resourceful

2. Exceptionalism

3. Unreasonable Standards

4. Company Over Self

5. High EQ

6. Learns Quickly

7. First Principles Thinker

Benefits

• Fully covered medical, dental, and vision insurance.

• Daily lunch and dinner, unlimited PTO, and parental leave.

• $1K/month housing stipend (post-tax) if you live within walking distance (0.5 miles) from the office.

• Relocation allowance and benefits.

• Covered Uber/Waymo from/to office.

• Visa sponsorship available.

How we work

On-site in San Francisco, five days a week. Small team with massive surface area and ownership. You operate with complete autonomy of how to solve problems.

You will help build the sales team while doing the work yourself. Your success is measured by the contracts you sign and how much those customers grow.