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Salary: USD 350,000 - 450,000 / annual
AssemblyAI is building best-in-class Voice AI models powering the next generation of voice applications. The company processes 1M+ hours of audio daily, serves 600M+ monthly inference calls, and powers 2B+ end-user experiences. With under 100 employees generating ~$600K ARR per employee, AssemblyAI is one of the most capital-efficient AI companies, serving thousands of customers including Granola, Fireflies, Figure AI, and CallRail.
You will build and lead the sales organization covering the digital native and AI-native segment—the fastest-growing part of the business. Today this is a small, high-performing team; you will scale it into a multi-layer organization of Account Executives and front-line managers. You own hiring bar, org design, territory and target account models, compensation plans, and operating cadence. You will personally recruit and develop the first wave of front-line managers and be accountable for making a scaling AE org productive quickly.
You'll report to the VP of Customer Solutions and partner closely with Applied AI Engineering, Forward Deployed Engineering, Marketing, Engineering, and Research. The motion is technical, product-led, and evaluation-driven: customers choose AssemblyAI because it wins benchmarks and ships the best customer experience.
Key responsibilities include: building and leading the digital native sales org from a small team to a larger organization within the next year; owning the land number for the segment with focus on net new customers and production scaling; hiring, onboarding, and developing front-line managers with a clear bar and ramp plan; designing the segment's coverage model with territories, target account tiers, and specialization; building the operating system (forecasting, pipeline inspection, deal reviews, quota and comp design, metrics); partnering with Applied AI and Forward Deployed Engineering on eval-to-production motion; working with Engineering, Research, and Marketing to shorten product-launch-to-revenue time; driving an outbound-first culture where pipeline is created through custom benchmarks and use-case-specific demos; and representing the digital native voice of the customer to leadership.
REQUIREMENTS:
- 8+ years in technical sales with 4+ years leading sales teams, including experience managing managers
- Track record of scaling a sales org through step-change headcount growth; have hired and ramped 10+ reps and built the management layer, not inherited it
- Experience selling infrastructure, APIs, or developer platforms to engineering and product buyers; ideally in usage-based or consumption pricing models
- Fluency with product-led, bottoms-up motion that layers sales on top of self-serve adoption
- Technical credibility: comfortable discussing API architectures, model accuracy tradeoffs, latency, and deployment options with engineers and CTOs
- Demonstrated ability to design territories, quotas, and comp plans that drive right behavior; ability to run reliable forecasts
- Strong recruiting instinct: carry your own network, close candidates, hold high bar under pressure
- High urgency and comfort with ambiguity; segment and product lines are changing quickly
- Willingness to travel 50%+ monthly for customer visits, industry events, and team offsites
