Account Executive

You are the first salesperson dedicated to this territory. You inherit real accounts, a real pipeline, and a founder network. You are expected to build a repeatable motion out of it, not just work the list.

What you will do

• Own the Israeli territory end to end. Prospecting, discovery, pilot, close, and the first renewal alongside customer success. New logos are the priority; expansion in existing Israeli accounts is yours too.
• Sell to two buyers. In software companies, the VP of Engineering or CTO signs and the Head of Product is the champion. In enterprises, IT and business-analyst teams operate the product and a CIO or VP IT signs, often with a system integrator in the room. You need to be credible in both conversations.
• Run pilots the way the playbook says. Every pilot here has a signed rubric, a named engineering co-sponsor, an executive above them at kickoff, a paid fee, and a merge-without-rework bar agreed in writing before the first pull request opens. You own the commercial side of that structure. Our forward-deployed engineer owns the ledger. Pilots without that structure do not start.
• Teach the 20% trap. Every prospect already runs Claude Code or Cursor and reports engineers being about 20% faster. You concede it, then ask which board-level number moved. The silence is the sale. You will learn this call flow in week one and you will be expected to run it better than we do by month three.
• Work the partner door. Commit, Tikal, and other integrators are being opened by our chairman. You turn introductions into joint pursuits, joint pilots, and joint closes.
• Keep HubSpot true. Stages, close dates, next steps, pilot gates. The CEO reads the pipeline every Monday. If it is not in HubSpot, it did not happen.
• Feed the company. Objections, lost-deal reasons, competitor sightings, and product gaps go back to product and marketing in writing, weekly.

What you must already have

• A quota record in B2B software sold to technical buyers, ideally developer tools, infrastructure, security, or data. You have carried and hit a new-business number of at least $1M a year, and you can walk us through the deals.
• You have sold in Israel to Israeli companies, from scaleups to enterprises, and you know how procurement, security review, and the "our engineers can build this" objection work here. Native or fluent Hebrew and fluent English.
• You understand how software gets built. You can hold a conversation about pull requests, code review, CI, monorepos, and design systems without a sales engineer, and you know why an engineering lead might want a tool like ours to fail.
• You have done early-stage before. Founding or first-five sales hire at a company under $10M ARR, where you built the list, the deck, and the process while carrying the number.
• You use AI tools yourself, daily, for research, prep, and follow-up. Our buyers can tell.
• You are comfortable with a 4-week paid pilot as the standard deal shape, and with saying no to a free proof of concept.

Nice to have

• Experience selling with or through system integrators or consultancies.
• Experience selling into enterprise IT (ERP, CRM, or legacy modernization programs), not only into product-led software companies.
• A network among Israeli VPs of Engineering, CTOs, and CIOs.
• You have been a founder, or you have sold a product that replaced work rather than assisted it.

How we work

• We iterate in public. Work-in-progress is shared early; nobody disappears for three weeks and returns with a masterpiece.
• Planning lives in artifacts, not meetings. A written memo beats a recurring sync.
• Blockers are yours to resolve, not to escalate indefinitely.
• One number per person. Everyone knows what they own.

If that list reads as refreshing, we should talk. If it reads as harsh, we probably should not.

What we offer

• A territory with paying customers, open pipeline, and a founder network on day one.
• Uncapped commission and a real path to leading the Israel and EMEA business as it grows.
• A CEO who has built revenue teams three times from zero to $10M ARR and a VP Sales who runs the outbound machine you will plug into.
• Meaningful equity and competitive compensation.