Founding Account Executive

We’re a Y Combinator-backed startup building the AI infrastructure layer for the IT services industry: the platform IT providers use to deliver governed AI to the small businesses they manage.

It’s a genuine blue-ocean space — no incumbent has built this yet — while demand is already strong and validated. We’re getting around 10 inbound demo calls a day from IT business owners, booked from paid ads with no outbound and no sales team. The founder previously built an AI coding platform to 2M+ users.

Right now the founder takes every one of those calls. That’s the problem you’d solve.
 

This is a hybrid role based in Lviv — the founder is here and the team is being built here.
 

What you’ll do

You’d be the first sales hire, working directly with the founder, owning the calls and the close.
 

Run the demo calls. Take inbound demos with IT service provider owners and executives — often the CEO, frequently with their CTO or COO on the call. Discovery, product walkthrough, pricing, objections.
 

Close. Own the full cycle from first call through to a signed, paying customer: follow-ups, technical objections, security review, getting the right people in the room, and getting the contract done. Deals involve real scrutiny — these buyers are reselling to clients they’re liable for, so the security and compliance conversation is part of every sale.
 

Learn the buyer’s world properly. Our customers run their businesses on specific software — ConnectWise, Autotask, HaloPSA, NinjaOne, Datto — and they’ll know within two minutes whether you understand it. You’d need to learn that stack, and enough about how AI infrastructure actually works, to hold a credible technical conversation without deferring every question.
 

Build the relationships. This industry runs on trust and peer referral, not on outreach volume. Owners buy from people they’ve come to trust, often over months. The relationships you build are the asset.
 

Feed what you learn back. You’ll be closest to the market — hearing objections, requests, and reasons for no before anyone else. That shapes what we build and how we position it.
 

What we’re looking for
 

Who you are

• Based in Lviv, or open to being. Hybrid during the first months while you’re learning to sell this — apartment and travel covered if you’re relocating. Flexible after that.
• Genuinely interested in an unsexy vertical. Our buyers are IT service provider owners — small business owners with tight margins, real liability, and deep skepticism of vendors. You find people like this interesting rather than boring, and they can tell you respect them.
• 4+ years closing B2B deals. You’ve personally run discovery, handled objections, and signed customers — not just booked meetings for someone else.
• Consultative, relationship-driven selling. These are not transactional deals. Pushing doesn’t work here; understanding their business does.
• Fast at learning technical products. You’d need to speak credibly about RMM and PSA software, multi-tenancy, data residency, and how AI models are governed. Not as an engineer — as someone a technical buyer takes seriously.
• Excellent spoken and written English, and comfortable on calls with American business owners. You know how they talk, what tone works, and how to make a call feel natural rather than translated.
• Able to cover US hours. Calls happen when our customers are awake. You’d rotate coverage with the founder rather than carrying every evening alone — but late calls are part of the job.
• Comfortable owning it alone. No manager, no script, no playbook. You’d be building the sales motion as you run it.
• Daily user of AI tools. You’ll be selling AI infrastructure — you need to live in it.
• Willing to travel internationally to industry conferences in the US, EU, and Australia. This channel does business in person; it’s part of the role, not a perk.
   

Nice to have

• Experience selling into the IT services or managed services industry
• Startup experience — you know what building under real constraints feels like
• Experience selling to technical buyers or into security-sensitive environments
• Fluency with CRM and modern sales tooling
• Experience running a full cycle including procurement, security review, or legal
   

What we offer

• Meaningful equity — founding-team ownership, not a token grant
• Base plus commission on closed business. Commission is modest during the early access phase and scales substantially once we know what a customer is worth over time — happy to walk through the structure on the first call
• Warm inbound from day one — you’re not cold-calling into silence, you’re closing demand that already exists
• International travel fully covered — conferences and customer visits in the US, EU, and Australia
• Direct work with the founder — no layers, you shape the sales motion from day one
• Hybrid in Lviv — some days together, some remote, with US call coverage rotated between you and the founder
• Hardware and coworking budget, paid time off
   

Hiring process

1. Intro call (30 min) — mutual fit, product walkthrough, comp expectations
2. Observe real sales calls — you sit in on live demos with the founder and see how the product is actually sold, who the buyers are, and what they ask
3. Live role-play — you run a demo call with the founder playing an MSP owner, using what you learned in step two
4. 1-month paid trial — full-time, fully compensated. You take real calls and close real deals alongside the founder. Mutual trial: you evaluate us as much as we evaluate you. On conversion, equity vesting is backdated to your start date.
    

Total process time: under two weeks.