Role description
Account Executive
AirOpsAbout AirOps
AirOps is the full-service platform for brand growth in the age of AI search. As consumers shift from traditional search engines to platforms like ChatGPT, Claude, and Gemini, the entire ruleset of growth is being rewritten. Buyers now rely on agents to discover, recommend, and purchase products and services for them. If your brand isn't part of the answer, you aren't in the running.
Our platform offers everything a brand needs to get found, recommended, and earn trust. We work with category leaders, including teams at Ramp, Chime, Airbnb, ServiceNow, and Rippling, to drive visibility and accelerate growth from AI search.
Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we're headquartered in San Francisco, New York, and Montevideo.
About The Role
AirOps is leading the shift in how modern brands win in AI Search (AEO) and growth marketing. By combining our powerful end-to-end platform with strategic managed services, we don't just sell software; we act as an execution engine for category-defining companies looking to capture market share in real time.
We are looking for an ambitious, consultative Account Executive to join us at a pivotal inflection point. As an early member of our sales team, you will be on the front lines defining our go-to-market execution, driving net-new ARR, and shaping how we sell a high-impact solution blending proprietary tech with expert execution. If you thrive in fast-paced environments, love breaking open new categories, and operate with high agency, this role offers an exceptional trajectory and direct impact.
What You’ll Do
- Drive Full-Cycle Revenue: Prospect, qualify, negotiate, and close net-new business, managing deals from initial discovery to close and expansion.
- Lead Consultative Discovery: Uncover deeply rooted growth bottlenecks for VPs/CMOs of Growth and Marketing, mapping AirOps’ software + services model directly to revenue impact.
- Master Solution Selling: Articulate the value of both our AI growth platform and our strategic managed services, tailoring pitches to complex buyer setups and multi-stakeholder committees.
- Build Predictable Pipeline: Combine targeted outbound discipline with strategic inbound follow-up to consistently exceed quota.
- Build Ironclad Business Cases: Translate technical workflows and AI search strategies into crisp ROI models focused on speed, efficiency, and customer acquisition.
- Shape the GTM Playbook: Partner tightly with Product, Marketing, and Customer Success to bring market feedback into the business, refining our positioning, deal packaging, and sales collateral.
What You Bring
- Proven Track Record: 3+ years of quota-carrying B2B SaaS or tech-enabled services sales experience with consistent top-tier performance (President’s Club, repeated overachievement, rapid promotions).
- Hunters at Heart: You love the thrill of the hunt. You don't just wait for inbound leads to land in your inbox, but take pride in tracking down, prospecting, and landing your own whale deals.
- Consultative Discovery: Master-level ability to ask sharp, provocative questions, map business cases to executive priorities, and sell outcomes over feature lists.
- High Agency & Ownership: A bias toward action: you build your own path, test new approaches, and don't wait for a rigid playbook to win.
- Value & Services-Led Selling: Comfort selling complex hybrid deals (SaaS + Managed Services) where executive trust and strategic alignment drive deal velocity.
- Startup Agility: Deep comfort operating in early-stage, fast-moving environments with evolving products and rapid market shifts.
Why Join AirOps Sales?
- Massive Category Tailwinds: AI-driven search and growth strategy is one of the fastest-growing categories in modern tech.
- Uncapped Trajectory: High visibility, direct access to leadership, and the platform to build a long-term sales career in AI.
- High-Impact Culture: Fast-moving, collaborative team with a relentless focus on customer success and execution.
Our Guiding Principles
- Extreme Ownership
- Quality
- Curiosity and Play
- Make Our Customers Heroes
- Respectful Candor
Benefits
- Equity in a fast-growing startup
- Competitive benefits package tailored to your location
- Flexible time off policy
- Parental Leave
- A fun-loving and (just a bit) nerdy team that loves to move fast!