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Kernel is building open-source browser infrastructure for AI agents, handling autoscaling, observability, and web interaction complexity so developers can focus on agent behavior. The company has raised $22M from Accel, YC, and Vercel, and serves customers including Cash App, Rye, and 5000+ others for deep research, QA automation, and real-time web analysis.
You'll be one of the first members of Kernel's sales team, owning the complete sales cycle from prospecting through close. This is a technical-leaning Account Executive role where you'll engage with developers, engineering leaders, and technical decision-makers evaluating Kernel for production systems. You'll spend time understanding technical requirements rather than just running presentations, and you'll collaborate with solutions engineering, customer success, and product teams to keep deals moving.
Key responsibilities include:
- Owning your pipeline end-to-end: prospecting, qualification, discovery, negotiation, and close
- Building and managing relationships with developers, engineering leaders, and technical decision-makers
- Partnering with solutions engineering and customer success to scope technical requirements and move deals from demo to signature
- Maintaining accurate pipeline visibility and deal status reporting
- Representing customer voice internally, feeding market and competitive intelligence into product and go-to-market strategy
- Helping define repeatable sales motions and building the playbook from scratch
This role offers the opportunity to build sales processes at an early-stage company rather than simply executing existing ones, with exposure to the rapidly growing AI agent infrastructure space.
REQUIREMENTS:
- 4+ years of closing experience in a sales role, ideally selling technical or developer-facing products
- Comfortable selling to technical buyers; ability to hold your own in conversations about architecture, APIs, and product implementation (coding not required)
- Experience running full-cycle sales processes from outbound or inbound lead through negotiation and close
- High tolerance for ambiguity; ability to work with customers building novel solutions without established playbooks
- Daily AI usage in your own workflow; excitement about working in an AI-native space
- Excellent written and verbal communication with judgment about when to loop in teammates versus close independently
PREFERRED:
- Experience selling developer tools, infrastructure, or API-first products
- Familiarity with AI agents, browser automation, or the broader agent tooling landscape
- Prior experience at early-stage startups where you helped build sales processes
