Account Executive, High Tech

About the role

We're looking for an Account Executive to focus on the LLM market and close strategic partnerships across frontier labs, AI-native companies, and the broader tech domain. This role demands consultative selling ability, technical fluency, and strong market judgment: the ability to understand the language model landscape, build thoughtful account strategies, and identify where Goodfire can help customers build safer, more capable AI systems.

This is a high-autonomy role where you will play a key role in defining our go-to-market motion for the Large Language Model market. You will own strategic accounts end to end: developing market-specific account plans, running discovery with deeply technical buyers, partnering with the Field Team to scope pilots, negotiating commercial terms, and expanding successful engagements across complex technical organizations.

Our buyers are CTOs, Heads of AI, and research leaders. You'll need to be technically curious, precise, and credible enough to earn trust with technical teams.

Key responsibilities

• Own strategic sales cycles: build pipeline, run discovery, navigate technical and executive stakeholders, negotiate agreements, and close new partnerships.
• Develop vertical account strategies: map the LLM market, identify the right wedge, and prioritize accounts where Goodfire can create meaningful value.
• Translate technical roadmaps into commercial opportunities: understand customer needs across model development, evaluation, safety, reliability, perception, planning, autonomy, and deployment.
• Partner with the Field Team: shape pilots, technical scopes, success criteria, and expansion paths that demonstrate real impact for customers.
• Build vertical-specific playbooks: test messaging, qualification criteria, deal structures, and repeatable sales motions

What you’ll bring

Required experience

• Experience owning and closing complex sales cycles with technical or research-oriented buyers.
• Strong discovery, commercial judgment, and ability to connect a technical product to a concrete customer problem.
• Ability to learn language models, reasoning systems, agentic workflows, and model evaluation concepts quickly and communicate credibly with engineers, researchers, CTOs, and Heads of AI.
• Ability to manage a complex technical sales motion while understanding customer workflows and success criteria.
• High agency, strong written and verbal communication, and comfort operating without a fully mature sales playbook

Preferred qualifications

• Experience selling AI/ML, infrastructure, developer tools, data platforms, security, or other deeply technical products.
• Familiarity with language model development, reasoning systems, agentic workflows, model evaluation, or model deployment workflows.
• Track record selling to CTOs, Heads of AI, research leaders, ML platform teams, or technical executives