Note: The job is a remote job and is open to candidates in USA. Roark is a technical product company serving engineers and AI teams. The Founding Account Executive will own the complete sales cycle, build pipeline from zero, conduct technically credible product demos, close customers, and create the initial go-to-market playbook.
Responsibilities
- Own the full cycle end-to-end: prospect, book, demo, negotiate and close — no SDR to hand off from and no sales engineer to hide behind (yet)
- Run technically credible demos yourself — show engineers and AI teams how Roark tests, scores and monitors their voice agents, and field the hard questions live
- Build the top of the funnel: outbound to teams shipping voice agents, inbound follow-up in minutes not days, and a motion repeatable enough to hire against
- Get hands-on with the product — connect an agent, run a simulation, read a scorecard — so your demo is the real thing, not slides
- Be the voice of the customer inside the company: route objections, lost-deal reasons and feature gaps straight to the founders and engineering
- Write the first go-to-market playbook — messaging, qualification, pricing conversations — so the next five reps ramp in weeks, not quarters
Skills
- • 3+ years closing technical or developer-facing products (dev tools, infra, APIs, ML/AI or observability), carrying a number and hitting it
- • Full-cycle reps: you have sourced your own pipeline and booked your own demos, not just closed what marketing handed you
- • Technical fluency — you can hold your own with engineers, learn a product deeply, and demo it without a sales engineer in the room
- • Real hunger for the top of the funnel: relentless follow-up, and happy to build pipeline from zero
- • Based in the San Francisco Bay Area — we are fully remote (no office), but we want this seat in SF, close to customers and to founders on the ground
- • You have been an early or founding go-to-market hire before, and can sell before the category fully exists
- • Familiarity with voice AI, LLMs, evals, or the teams building conversational agents
- • You thrive with founders and little structure — you would rather write the playbook than inherit one
Benefits
- Fully remote work (no office)
- Live demo environments
- Your CRM of choice
- Slack
- Direct founder access
Company Overview