联合创始人客户经理（美国）
Founding Account Executive (US)
职位描述
这是在一家获得YC投资的企业AI初创公司中首次在美国市场进行的商业招聘，该公司正在构建能够自动化复杂系统实施的代理工具，包括ERP部署、AI推出和客户上手。你将直接与创始团队合作，开拓美国市场，完成首批美国客户的签约，并建立未来销售团队将继承的合作伙伴渠道和销售策略。这是一家早期阶段公司提供的难得机会，从第一天起就能主导市场，且已有强劲的早期发展势头。
你将负责的工作
- 全面负责美国销售流程的各个环节：自主获取的外向销售、需求挖掘、演示、技术评估、采购和成交。
- 直接销售企业平台合同以及系统集成商、VAR和咨询公司的合作伙伴渠道。
- 从几乎为零的美国销售线索开始，定义目标客户名单，测试定位，并确定哪些细分市场能实现转化。
- 独立进行演示和技术评估，将代理工作流程转化为财务、IT和运营买家能理解的语言。
- 从一线推动者到最终签署合同的CFO或CIO，处理涉及多个利益相关者的交易。
- 招募、赋能并与SI和VAR合作伙伴共同销售，从而随着时间推移扩大渠道。
- 将GTM策略标准化：资格标准、需求挖掘问题、定价指导原则、异议处理和交易阶段。
- 与创始团队保持紧密的每周反馈循环，以塑造产品方向。
- 成长为美国商业负责人，最终招聘并管理围绕你的团队。
我们寻找的人选
- 5年以上完成复杂B2B软件交易的经验，包括自主获取的销售线索。
- 有销售ERP、iPaaS、数据集成或数据基础设施平台的经验（如NetSuite、SAP、Sage Intacct、Boomi、Workato、Celigo、Fivetran等）。
- 在数据、系统和集成买家中具有技术可信度，能够独立进行演示并参与架构讨论。
- 有成功处理涉及财务、IT、运营和高管买家的多利益相关者交易的经验，包括5万美元或更高的ACV交易。
- 有建立、招募、赋能或与SI、VAR或咨询合作伙伴渠道共同销售的经验。
- 适合创始团队的气质：能够适应没有专门SE、没有营销引擎、创始团队位于不同时区的环境。
- 有作为创始成员或首位AE在种子轮或A轮融资的AI或开发公司工作的经验。
查看英文原文
ABOUT THE ROLE
This is the first commercial hire in the US for a Y Combinator-backed enterprise AI startup, reporting directly to the founding team. You will open the American market for AI agents that automate complex enterprise system implementations, owning the full sales motion from the ground up and growing into the US commercial lead over time.
WHAT YOU'LL DO
- Own the end-to-end US sales cycle: self-sourced outbound, discovery, demo, technical evaluation, procurement, and close.
- Sell both direct (annual platform contracts to enterprises) and through a partner channel of systems integrators, VARs, and consultancies.
- Build US pipeline from near zero by defining the target account list, testing positioning, and identifying which segments convert.
- Run demos and technical evaluations independently, translating agentic workflows into language for finance, IT, and operations buyers.
- Navigate multi-stakeholder deals from hands-on champions (implementation leads, controllers, RevOps, data engineers) up to CFO and CIO signatories.
- Recruit, enable, and co-sell with SI and VAR partners to build a compounding channel.
- Codify the sales motion: qualification criteria, discovery questions, pricing guardrails, objection handling, and deal stages for future hires.
- Feed market insights back to the founding team on a tight weekly loop, influencing product direction.
- Grow into the US commercial lead, hiring and building the team around you as the market scales.
WHAT WE'RE LOOKING FOR
- 5 or more years closing complex B2B software deals end to end, including self-sourced pipeline.
- Experience selling ERP, iPaaS, data integration, or data infrastructure platforms (such as NetSuite, SAP, Sage Intacct, Boomi, Workato, Celigo, Fivetran, or similar).
- Proven track record closing multi-stakeholder deals with finance, IT, operations, and C-suite buyers, including deals at $50k or more ACV.
- Experience building, enabling, or co-selling with SI, VAR, or consulting partner channels.
- Founding-hire temperament: comfortable operating without a dedicated SE, marketing engine, or a co-located team.
- Technical credibility sufficient to run demos and hold architecture conversations with data and systems buyers independently.
- Prior experience as a founding or first AE at a seed or Series A AI or developer-tools company is a strong plus.
- Based in the US and willing to travel to customer sites and occasionally to Europe.
COMPENSATION & BENEFITS
Base salary range: $150,000 to $250,000 USD annually, plus competitive early-hire equity. Visa sponsorship is not available for this role.
LOCATION
Fully remote, open to candidates anywhere in the United States. Some domestic and occasional international travel required.