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Salary: USD 200,000 - 280,000 / annual
AssemblyAI is hiring an Account Executive to own a book of AI-native startup accounts and drive revenue across its Voice AI infrastructure offerings. You will generate pipeline in target accounts, develop strong champions within customer organizations, lead model evaluations, and win over engineering and product leaders at the fastest-growing AI companies building with voice.
The role is cross-functional, requiring close partnership with Applied AI, Research, Engineering, Marketing, and Deployment teams to shape go-to-market strategy and deliver exceptional customer experience from first touch through deployment and beyond.
Key responsibilities include:
- Owning a book of AI-native startup accounts, leading prospects through the full sales cycle from prospecting through initial production rollout
- Generating pipeline through proactive, creative outbound including personalized outreach, conferences, exclusive events, and warm introductions
- Crafting outbound communications that deliver real value—custom benchmarks, competitive insights, use-case-specific demos that earn replies
- Developing authentic champions within target accounts who advocate for AssemblyAI internally
- Engaging multiple leadership stakeholders in parallel (CTO, CPO, VP Engineering, VP Product, VP of AI) to build consensus and de-risk deals
- Positioning AssemblyAI's value and pricing against alternatives with clear quantitative and qualitative differentiation
- Driving urgency through business value at every touchpoint
- Quarterbacking complex, multi-threaded deals with insights, perspective, and momentum
- Partnering closely with Customer and Technology Teams to represent the voice of the AI-native customer
AssemblyAI processes 1M+ hours of audio daily, serves 600M+ inference calls monthly, and powers 2B+ end-user experiences. The company operates as a lean, capital-efficient organization with under 100 people generating roughly $600K ARR per employee, offering outsized ownership and impact.
REQUIREMENTS:
- 2+ years of infrastructure or API sales experience closing deals with engineering and product audiences
- Track record of building pipeline from scratch—experience breaking into cold accounts and creating opportunities where none existed
- Technical fluency—comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers
- Demonstrated ability to identify and develop champions who advocate internally
- High sense of urgency and ownership; ability to move deals forward and prevent staleness
- Comfort selling in a frictionless, product-led motion where customers stay because the product wins
- Deep understanding of procurement, legal, and security review processes with ability to drive velocity through complex commercial cycles
- Willingness to travel 50%+ of each month for customer visits, industry events, and team offsites
- Must be based in San Francisco or New York City with expectation of 3 days per week in-office attendance to start, with flexible schedule
