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Scalar is building the next generation of API documentation, SDKs, and developer tools. The company started with a mission to give every company Stripe-level developer experience from day one. Currently a lean team of ~10 engineers and designers, Scalar has already landed marquee customers including Zoom, Clerk, Warp, and Profound by demonstrating superior product quality and founder-led sales excellence.
You will be Scalar's first Account Executive—the first person other than founder Marc to own deals end-to-end from discovery through signature. This is a founding sales role with significant scope and autonomy. Your primary responsibility is to take the closing half of the founder's plate, proving that Scalar deals close without the founder in the room.
Key responsibilities include:
**Closing & Deal Ownership**: Own deals from first call through signature, including discovery, technical evaluation, pricing negotiation, security reviews, procurement, and close. Deals are sourced by SDRs, inbound, the open-source footprint, and handed over from Marc.
**Founder Handoff**: Inherit live pipeline from Marc deal-by-deal without dropping anything. This is the hardest and most important task in your first six months.
**Technical Selling**: Work closely with the founding Solutions Engineer as a pair. You run the deal; they run the POC and technical migration. You need enough product and category command to be useful in technical conversations with engineering leaders and know when to escalate.
**Competitive Displacement**: Win against Redocly, Mintlify, Stoplight, ReadMe, and homegrown solutions. Build honest competitive narratives that survive the POC.
**Enterprise Motion**: Handle self-hosting, SSO/SAML, air-gapped deployments, security questionnaires, and procurement cycles for platform buyers.
**Pricing & Packaging**: Participate in pricing strategy conversations with founders as the company learns what the product is worth to different segments.
**Expansion**: Grow accounts from single teams/APIs to company-wide adoption.
**Sales Motion Development**: Build qualification criteria, close plans, forecast discipline, and CRM hygiene that scales to the next five reps. Whatever you build becomes the playbook.
**Feedback Loops**: Coach SDRs on what converts. Provide product feedback with evidence on objections and gaps.
Your buyers are engineers and technical platform teams. They don't respond to decks or discovery-as-qualification. They will know in two minutes if you understand their problem. Most deals are displacements from existing tools, so you must make the migration feel obviously worth it.
This role requires someone who has carried quota in B2B SaaS for several years, closed deals end-to-end (including unglamorous parts like security reviews and redlines), and sold technical products to technical buyers. You need high agency, comfort with ambiguity, and the ability to build process from scratch rather than execute existing playbooks.
