**The Role:**
As Founding Account Executive, you will own the full customer journey — from
outbound prospecting to signed contract. This is a rare opportunity to join as
one of the first go-to-market hires at a fast-growing startup, with outsized
responsibility and career upside.
You'll collaborate closely with our founders, product, and marketing teams to
build the sales playbook, experiment with messaging, and shape how we sell. If
you're hungry to help build something from the ground up and thrive in fast-
moving environments, this role is for you.
**You 'll thrive in this role if:**
* You love solving real customer pain — and have the curiosity to uncover it.
* You want to help invent a new category and shape the future of Presales.
* You’re excited to own pipeline generation, not just handle inbound leads.
* You’re gritty, resourceful, and not afraid to hear “no.”
* You care deeply about your customers and love earning their trust.
**Responsibilities**
**Source and close deals**
* Own the full sales cycle from outbound prospecting, discovery, demo, proof of concept, negotiation, and close.
* Develop and iterate on outbound strategies to target VPs and Heads of Sales Engineering at mid-market and enterprise SaaS companies.
* Partner with marketing on campaigns, events, and content that generate pipeline.
**Be a category educator**
* Clearly articulate the pain points we solve and the outcomes we drive for customers.
* Deliver live demos and run POCs that showcase the power of Olto’s AI-native demo platform.
* Build champions internally and navigate complex deal cycles with multiple stakeholders.
**Shape the GTM motion**
* Help create scalable sales playbooks, messaging, and objection handling.
* Share customer insights to inform product roadmap and marketing strategy.
* Work closely with founders and advisors to refine our value proposition and pricing.
**Build Trusted Relationships**
* Act as a consultative partner to Sales Engineering teams and Sales leadership.
* Follow up with personalized insights and help drive value post-sale.
* Lay the foundation for long-term customer success and expansion.
**Requirements:**
* 3-5 years of full-cycle SaaS sales experience, ideally in a product-led or bottom-up environment.
* Proven ability to generate your own pipeline and consistently meet/exceed quota.
* Strong discovery, storytelling, and closing skills.
* Experience selling to technical audiences (Sales Engineering, Solutions Consultants, RevOps, Product).
* Familiarity with tools like HubSpot, Apollo, and LinkedIn Sales Navigator.
* Bonus: Knowledge of MEDDPICC and previous startup or founding AE experience.
**About Olto:**
At Olto, we are on a mission to help GTM teams leverage their product as their
most impactful revenue multiplier. Our first product is an AI-native demo
automation platform, already used by some of the world’s most forward-thinking
sales organizations. We help solutions engineering teams move faster, win more
deals, and stay compliant — by making it insanely easy to personalize live
demos, interactive product tours, and leave-behinds at scale.
We are a small, ambitious team based in South Park, San Francisco, and backed
by top-tier VCs. Our founding team includes experienced builders who’ve
launched and scaled products and businesses at Amazon and other industry-
defining companies.
We’re solving hard problems with cutting-edge technology — and we care deeply
about building a culture where people do the best work of their careers.
**Why join Olto?**
* Be part of the founding GTM team and help build a generational company.
* Work directly with experienced founders and learn by doing.
* Competitive compensation package with meaningful equity upside.
* Hybrid work environment in the heart of San Francisco.
* Direct access to early adopters, advisors, and a strong customer network.
* A culture of speed, transparency, and shared ambition.
**Olto is an equal opportunity employer**
We are committed to building a diverse team and an inclusive culture. We
welcome applicants of all backgrounds, regardless of race, ethnicity,
religion, gender identity, sexual orientation, age, or ability.