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Salary: USD 200,000 - 300,000 / annual
Tray.ai is the enterprise orchestration platform for data and AI, unifying AI agent building, MCP governance, integration across 700+ apps, and automation on a single platform. The company has been named a Gartner Visionary for iPaaS three years running and is trusted by companies like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One.
As an Account Executive based in the San Francisco Bay Area, you will create opportunities from nothing, win against larger competitors, and help ambitious companies move from AI experiments to AI running in production. You will report to the Co-Founder & Chief Revenue Officer and build your own pipeline while running complex deals with both business and technical buyers.
Key responsibilities include:
- Building your own pipeline by identifying the right accounts and creating opportunities yourself, with most pipeline being self-sourced
- Winning competitive deals by understanding buyer problems better than competitors and selling against established brands
- Selling to both business and technical buyers (CROs, RevOps leaders, IT teams, architects, security teams) in partnership with Sales Engineers
- Expressing customer value in ways that inspire action and turn customer goals into clear business cases
- Growing your book of business through retention and expansion of won accounts
- Helping shape and scale the Bay Area go-to-market strategy with sales leadership
The role is hybrid with Wednesday in-office requirements at the San Francisco office.
REQUIREMENTS:
- 4–10 years of professional experience with a strong record of selling and closing as an Account Executive or as a founder who personally sold to customers
- 2+ years at a seed or Series A/B company, ideally in a go-to-market role, building something that didn't exist before
- Proven ability to generate a large share of your own pipeline with specific examples and numbers
- Consistent track record of exceeding quota and ranking near the top of your team
- Fluency in AI: ability to explain the AI landscape to buyers in plain terms, separate real deployment from hype, and use AI tools daily in your own work
- Comfort with technical buyers: ability to explain complex products to line-of-business and technical audiences and instill confidence in both
- Scrappy and competitive mindset, enjoying competitive deal cycles and finding creative ways to win as an underdog
- Based in the Bay Area within reasonable commute of San Francisco office
IDEAL ADDITIONAL EXPERIENCE:
- Founder or co-founder experience with personal sales and customer closure
- Winning as the underdog against major brands in your category
- Understanding of revenue tech stack (CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing, RevOps tools) and experience in RevOps, sales tooling, integration, iPaaS, data pipelines, or BI sold to revenue and ops teams
- Experience selling AI products or to buyers evaluating AI with a point of view on how AI is reshaping go-to-market teams
