Founding Account Executive
TierZero, San Francisco, CA, United States
About TierZero
AI has changed how (and how fast) engineering teams build and ship code. But productionizing code still runs at human speed, and that gap is becoming every engineering team's biggest bottleneck. TierZero is how fast-moving engineering teams manage code in production: faster incident response, full operational visibility, and distributed knowledge across every engineer on the team. We've raised $7M from top investors like Accel and SV Angel, and are trusted by companies like Discord, Drata, and Framer to run their high-scale systems and build the infrastructure layer for their AI-era engineering teams. The Role
You won’t inherit a playbook here. You’ll help build it. You’ll work alongside the founding team to refine our sales motion, sharpen discovery, and own the entire sales cycle. Every deal you close will shape how TierZero sells for years to come. What You’ll Do
Own the full sales cycle for mid-market and enterprise deals Identify new customers and own the full sales cycle from prospecting, negotiating, and into closing. Prospect and Strategize and accelerate sales motion for TierZero.
Navigate multi-stakeholder deals and translate TierZero’s technical capabilities into business outcomes for engineering stakeholders (ie. managers, directors, and VPs)
Build the sales motion alongside the founding team Develop and document repeatable qualification frameworks, objection-handling approaches, and deal progression criteria
Partner with the CEO to refine and build ICP targeting, pricing conversations, and competitive positioning
Provide structured product feedback from the field: what’s winning deals, what’s losing them, and what prospects wish we built
Become a domain expert Learn enough about observability, incident management, Kubernetes, and CI/CD to hold your own with technical buyers
Understand deeply how we differ from competition and the “we’ll build it ourselves” objection
What we are looking for
3+ years of AE experience carrying quota with strong track record
Proven success in meeting or exceeding revenue goals consistently
Experience selling to and closing technical buyers: engineering leaders, SREs, DevOps, platform teams, or similar
Demonstrated ability with value-based and consultative selling. You diagnose before you prescribe.
Startup or early-stage experience strongly preferred; you’ve sold without a full marketing team, polished collateral, or inbound pipeline behind you
Nice to Have
Closing 7 figure deals
Familiarity with observability, incident management, or developer tools space
Benefits
Medical, Dental, Vision insurance
401(k)
Lunch & Dinner in the office
Snacks and drinks
M5 macbook + iPad Air
Cursor, Claude Code, Windsurf, and unlimited budget to test out new software and models
Culture
Give Trust and Opinions:
We trust people to execute independently and speak candidly. No micromanagement, no politics. Challenge ideas directly and assume positive intent.
Be the Customer:
We are our own customers. We build customer empathy by deeply understanding real problems and delivering more value than we charge for.
Love the Journey:
Startups are hard. We care about the craft, enjoy building together, and operate at a sustainable pace.
Build Intentionally:
Move fast, but with purpose. Anti-996. Debate decisions, avoid thrash, and focus on what truly matters. Depth over breadth.
Everything Is Figureoutable:
Hard problems are expected. With creativity and persistence, we will find a way forward.
#J-18808-Ljbffr
AI has changed how (and how fast) engineering teams build and ship code. But productionizing code still runs at human speed, and that gap is becoming every engineering team's biggest bottleneck. TierZero is how fast-moving engineering teams manage code in production: faster incident response, full operational visibility, and distributed knowledge across every engineer on the team. We've raised $7M from top investors like Accel and SV Angel, and are trusted by companies like Discord, Drata, and Framer to run their high-scale systems and build the infrastructure layer for their AI-era engineering teams. The Role
You won’t inherit a playbook here. You’ll help build it. You’ll work alongside the founding team to refine our sales motion, sharpen discovery, and own the entire sales cycle. Every deal you close will shape how TierZero sells for years to come. What You’ll Do
Own the full sales cycle for mid-market and enterprise deals Identify new customers and own the full sales cycle from prospecting, negotiating, and into closing. Prospect and Strategize and accelerate sales motion for TierZero.
Navigate multi-stakeholder deals and translate TierZero’s technical capabilities into business outcomes for engineering stakeholders (ie. managers, directors, and VPs)
Build the sales motion alongside the founding team Develop and document repeatable qualification frameworks, objection-handling approaches, and deal progression criteria
Partner with the CEO to refine and build ICP targeting, pricing conversations, and competitive positioning
Provide structured product feedback from the field: what’s winning deals, what’s losing them, and what prospects wish we built
Become a domain expert Learn enough about observability, incident management, Kubernetes, and CI/CD to hold your own with technical buyers
Understand deeply how we differ from competition and the “we’ll build it ourselves” objection
What we are looking for
3+ years of AE experience carrying quota with strong track record
Proven success in meeting or exceeding revenue goals consistently
Experience selling to and closing technical buyers: engineering leaders, SREs, DevOps, platform teams, or similar
Demonstrated ability with value-based and consultative selling. You diagnose before you prescribe.
Startup or early-stage experience strongly preferred; you’ve sold without a full marketing team, polished collateral, or inbound pipeline behind you
Nice to Have
Closing 7 figure deals
Familiarity with observability, incident management, or developer tools space
Benefits
Medical, Dental, Vision insurance
401(k)
Lunch & Dinner in the office
Snacks and drinks
M5 macbook + iPad Air
Cursor, Claude Code, Windsurf, and unlimited budget to test out new software and models
Culture
Give Trust and Opinions:
We trust people to execute independently and speak candidly. No micromanagement, no politics. Challenge ideas directly and assume positive intent.
Be the Customer:
We are our own customers. We build customer empathy by deeply understanding real problems and delivering more value than we charge for.
Love the Journey:
Startups are hard. We care about the craft, enjoy building together, and operate at a sustainable pace.
Build Intentionally:
Move fast, but with purpose. Anti-996. Debate decisions, avoid thrash, and focus on what truly matters. Depth over breadth.
Everything Is Figureoutable:
Hard problems are expected. With creativity and persistence, we will find a way forward.
#J-18808-Ljbffr