Founding Account Executive (Santa Clara)
Adopt AI, Santa Clara, California, United States, 95053
Founding Account Executive (Hunter) – Mid Market / Agentic AI
Location:
US (Bay Area/ SFO) Type:
Full-time OTE:
Competitive + meaningful equity Quota:
$1M+ ARR
About Adopt AI
Adopt is an
agentic automation platform
that turns any enterprise system - apps with or without APIs, and structured or unstructured data - into executable actions, enabling AI agents to automate real business workflows end-to-end.
Adopt automatically discovers how systems work, generates reliable actions, and exposes them via SDKs, APIs, or MCP so companies can deploy agents in days instead of months. This lets enterprises modernize legacy and modern software without rewriting or replacing them, and move beyond brittle RPA or manual integrations.
We sell to
CIOs, CTOs, IT, Digital Transformation, and Ops leaders
at large enterprises.
The Role This is a
pure hunter + closer role . You are not inheriting pipeline. You are not waiting for inbound. You are not “just running demos.” You are expected to: Bring relationships Generate pipeline Create deals Drive complex enterprise sales cycles And
close $1M+ ARR per year This is a
founding, 0→1 sales role
working directly with the CEO.
What You’ll Own1. Pipeline Generation Generate
your own pipeline
via: Your rolodex Targeted outbound Enterprise account mapping Partner motion Events & network Build a
repeatable outbound motion
for enterprise Open doors into CIO / IT / Digital / Ops orgs
2. Deal Ownership & Closures Own full cycle: discovery → demo → POC → security → procurement → close Sell
$50k – $200k+ ARR
mid market deals Run
POC-driven sales cycles
bundling: Platform FDE hours On-prem / VPC deployments Navigate: Security reviews Architecture reviews Legal / procurement Multi-stakeholder buying committees
3. Technical & Product Credibility You must be comfortable discussing: Agentic AI architectures API vs non-API systems Auth, permissions, roles On-prem vs SaaS vs VPC deployment How actions/tools are generated How agents orchestrate workflows How this compares to: RPA iPaaS Internal builds Copilot frameworks
You don’t need to code - but you
must not get outflanked
by a CIO, IT head, or architect.
Who We’re Looking For
Non-Negotiables 7–12+ years in
enterprise B2B SaaS Has carried
$1M+ quota
and closed 6-figure deals Has
personally generated pipeline
(not just worked inbound) Has sold to: CIO CTO IT / Digital / Transformation / Ops leaders Has sold: Automation, RPA, Integration, Infra, DevTools, Data, or AI platforms Has run
POC / pilot-led sales
Strongly Preferred Has done
0→1 or early sales
at a startup Has helped scale a company from: Seed → Series A/B (or beyond) Has sold: RPA, automation, integration, or platform infrastructure Has experience in
complex, technical, non-obvious products
The Kind of Person This Needs Relentless hustler Extremely high work ethic Very sharp, very fast learner Comfortable with: Ambiguity Evolving product Imperfect decks Roadmap conversations Builder mindset, not “I need enablement”
What Success Looks Like Own and build a $3–5M pipeline Close $1M+ ARR per year Establish the
enterprise sales motion Help define: ICP Messaging POC packaging Pricing & deal structure Become the
template
for the future sales team
Why This Role Is Special You will directly shape Adopt’s GTM You will work with the CEO on every major deal You will have
real influence
on product, roadmap, and positioning If you crush it, this naturally evolves into a sales leader role
Internal Bar (Very Important) Do
not
apply if you: Need inbound to succeed Need a mature product and perfect decks Are uncomfortable selling something new, technical, and evolving Don’t like building from scratch
Location:
US (Bay Area/ SFO) Type:
Full-time OTE:
Competitive + meaningful equity Quota:
$1M+ ARR
About Adopt AI
Adopt is an
agentic automation platform
that turns any enterprise system - apps with or without APIs, and structured or unstructured data - into executable actions, enabling AI agents to automate real business workflows end-to-end.
Adopt automatically discovers how systems work, generates reliable actions, and exposes them via SDKs, APIs, or MCP so companies can deploy agents in days instead of months. This lets enterprises modernize legacy and modern software without rewriting or replacing them, and move beyond brittle RPA or manual integrations.
We sell to
CIOs, CTOs, IT, Digital Transformation, and Ops leaders
at large enterprises.
The Role This is a
pure hunter + closer role . You are not inheriting pipeline. You are not waiting for inbound. You are not “just running demos.” You are expected to: Bring relationships Generate pipeline Create deals Drive complex enterprise sales cycles And
close $1M+ ARR per year This is a
founding, 0→1 sales role
working directly with the CEO.
What You’ll Own1. Pipeline Generation Generate
your own pipeline
via: Your rolodex Targeted outbound Enterprise account mapping Partner motion Events & network Build a
repeatable outbound motion
for enterprise Open doors into CIO / IT / Digital / Ops orgs
2. Deal Ownership & Closures Own full cycle: discovery → demo → POC → security → procurement → close Sell
$50k – $200k+ ARR
mid market deals Run
POC-driven sales cycles
bundling: Platform FDE hours On-prem / VPC deployments Navigate: Security reviews Architecture reviews Legal / procurement Multi-stakeholder buying committees
3. Technical & Product Credibility You must be comfortable discussing: Agentic AI architectures API vs non-API systems Auth, permissions, roles On-prem vs SaaS vs VPC deployment How actions/tools are generated How agents orchestrate workflows How this compares to: RPA iPaaS Internal builds Copilot frameworks
You don’t need to code - but you
must not get outflanked
by a CIO, IT head, or architect.
Who We’re Looking For
Non-Negotiables 7–12+ years in
enterprise B2B SaaS Has carried
$1M+ quota
and closed 6-figure deals Has
personally generated pipeline
(not just worked inbound) Has sold to: CIO CTO IT / Digital / Transformation / Ops leaders Has sold: Automation, RPA, Integration, Infra, DevTools, Data, or AI platforms Has run
POC / pilot-led sales
Strongly Preferred Has done
0→1 or early sales
at a startup Has helped scale a company from: Seed → Series A/B (or beyond) Has sold: RPA, automation, integration, or platform infrastructure Has experience in
complex, technical, non-obvious products
The Kind of Person This Needs Relentless hustler Extremely high work ethic Very sharp, very fast learner Comfortable with: Ambiguity Evolving product Imperfect decks Roadmap conversations Builder mindset, not “I need enablement”
What Success Looks Like Own and build a $3–5M pipeline Close $1M+ ARR per year Establish the
enterprise sales motion Help define: ICP Messaging POC packaging Pricing & deal structure Become the
template
for the future sales team
Why This Role Is Special You will directly shape Adopt’s GTM You will work with the CEO on every major deal You will have
real influence
on product, roadmap, and positioning If you crush it, this naturally evolves into a sales leader role
Internal Bar (Very Important) Do
not
apply if you: Need inbound to succeed Need a mature product and perfect decks Are uncomfortable selling something new, technical, and evolving Don’t like building from scratch