Technical Account Executive

We're looking for a founding Technical Account Executive to join our sales team and help us build a scalable revenue engine for Pydantic Logfire . You'll be hunting new business through targeted outbound efforts while capitalizing on strong inbound demand, working directly with CTOs and Lead Engineers who are building the future of AI observability. This is not your typical AE role. If you're looking for a gig where you pair with a sales engineer on every call, this isn't it. We're looking for Technical AEs who can run demos solo, understand AI engineering and observability, and can own the full sales cycle. This role might appeal to you if you have experience working with: DevTools, AI systems or infrastructure software in roles such as: Account Executive Pre/Post Sales Engineer Technical Founder Customer Success Engineer You are interested to get in early at a company with genuine product-market fit. Pydantic AI is already the fastest growing agent framework (this is how many of our customers hear about Logfire), now we're building the observability platform that the AI engineering ecosystem needs. We are growing fast, our technology is second-to-none, and the commission is uncapped. Mission: Why This Role Exists Your goal is to close enterprise deals and grow Logfire's revenue. You'll work closely with Chris (VP Sales) to prove out our sales motion before we scale the team. 1. Close New Business Hunt: Prospect into target accounts, build your own pipeline, and generate demand from scratch Handle: Own inbound leads from demo requests, sales@ emails, and product-led signals Run discovery, demos, and POCs with minimal hand-holding 2. Qualify & Route Strategically Recognize when a deal is bigger than it looks and flag it early Learn to spot the signals that separate tire-kickers from buyers Build the pattern-matching instincts that will make you dangerous on larger deals later 3. Own the Full Cycle You're not handing off to CS immediately after the close — you'll ensure customers are set up for success in the first 2 weeks Work closely with our post-sales Solutions Engineers on complex technical onboarding and great customer experience 4. Help Build the Playbook We're early. The sales motion isn't fully documented yet. You'll help write it. Your feedback on what's working (and what isn't) shapes how we scale Who You Are Technical enough to demo solo. You know what a stack trace is, you can explain the difference between traces and spans, and you won't panic when a prospect asks about OpenTelemetry instrumentation. We'll train you on Logfire specifics, but you need the foundation. Quota-carrying experience. Ideally in DevTools, Observability, or AI/ML infrastructure. You've carried a quota and hit it consistently. Comfortable with early-stage ambiguity. We're ~20 people. There's no RevOps team, no enablement function, no massive support structure. You figure things out. A hunter, not an order taker. You don't wait for pipeline to be handed to you, you build it. You're comfortable with cold outreach, creative prospecting, and the grind of generating demand from scratch. Hungry. Uncapped commission, equity upside, and the chance to be AE #1 or #2 at a company with real traction. This is the risk/reward profile you've been looking for. US East Coast based. We need timezone overlap with UK leadership and US enterprise customers. What You'll Actually Do Day to day: Prospecting: cold emails, LinkedIn outreach, and working your target account list Build automations to identify leads early Run 3-5 discovery/demo calls per week (mix of outbound meetings you've booked and inbound leads) Keep your CRM hygiene tight (Pylon routes leads based on what you enter) Prep team before calls on larger deals; own follow-ups, scheduling, and CRM updates Work async with a remote team across US and UK timezones Some deals will require a 2-4 week POC - you'll run these You'll see deals with stakeholders who need to be negotiated with, security reviews, legal redlines, and procurement hoops. Welcome to enterprise sales. What success looks like: Month 2: First closed deal Quarter 1: Hitting 80%+ of ramp quota Quarter 2+: Consistent quota attainment, starting to spot and flag larger deals early The Compensation Structure 50/50 Split: Competitive base salary and variable commission structure, providing a balanced OTE (On-Target Earnings) for the US East Coast market. Guaranteed Ramp: To allow you to focus on learning the product and the market, we provide 100% of your OTE (Base + Variable) for the first 6 weeks. Uncapped Commission: 10% commission on the contracted value of every deal you close, paid upon invoice collection, with no ceiling on your earnings. Expansion Participation: Unlike many AE roles, you retain skin in the game with a 10% commission on account expansion and usage overages during your first year with a customer. Strategic Assist Credit: We incentivize team-wide success. For identifying and qualifying large-scale "whales" that require a founder-led close, you receive full quota credit and a 1.5% commission (a 15% share of the total commission pool) for the assist. Early-Stage Equity: A meaningful ownership stake in the company as one of the founding members of the sales organization. Non-Technical Requirements Required: US East Coast based (timezone overlap with UK leadership and US customers) Required: Able to travel to EU, UK, and US up to 4 times per year for offsites About Us Pydantic Validation is the data validation library that powers modern Python development - 500 million downloads per month, used by virtually every tech company you've heard of. Why? Because we obsess over developer experience and write code we'd actually want to use ourselves. We're applying that same engineering mindset to Pydantic Logfire , our observability platform with first class support for AI engineering, built for today's development reality: AI workloads,multi-language environments, and cloud infrastructure that's designed to be straightforward to set up and maintain. We build with technologies developers actually want to work with: OpenTelemetry for standardized instrumentation SQL for intuitive querying (no proprietary query language to learn) Rust, Python, and TypeScript for performance and productivity Postgres, DataFusion, and object storage for scalable backends Unlike other companies that pay lip service to open source, we commit over 20% of our engineering team to maintaining and expanding our open source ecosystem . This includes the core Pydantic Validation library and Pydantic AI - our rapidly growing framework that's becoming the standard for AI application development. We're signatories of the open source pledge and build on open standards because we believe in interoperability, not lock-in. Use our OpenTelemetry-based SDK with any compatible backend - we're confident you'll choose us on merit. We're backed by Sequoia Capital and run a fully remote team across multiple time zones (with regular in-person offsites - next one is February 2026 in London). Join our team of exceptional engineers who value substance over hype, practical approaches over perfectionism, and meaningful progress over busyness. We've built a culture that balances technical ambition with sustainable practices—minimal meetings and respect for your expertise and time. We're creating tools that genuinely improve developers' lives, and we're looking for thoughtful contributors who share our commitment to quality and our passion for elegant solutions. Compensation : Competitive salary and stock options Truly Remote : Work from anywhere within our timezone range - no office requirements Global & Diverse : Join a multi-cultural team of 8+ nationalities Impact : Direct influence on tools used by millions of developers worldwide Focus on Growth : Regular opportunities for learning and professional development Team Gatherings : Connect with the team at our regular international off-sites Healthcare : Comprehensive health coverage for you and your dependents Flexible Hours : Work when you're most productive Equipment : Budget for your home office setup ⚖️ Work-Life Balance : flexible working hours and 33 days PTO no matter where you live (including public holidays, which you can choose to take or not) Apply To apply, email careers@pydantic.dev with the job title in the subject line. We'd alsoappreciate a few lines explaining why you think you'd be a good fit for the role and what you'vedone in the past that evidences that. No recruiters or agencies please. Unsolicited recruiters will be marked as spam. #J-18808-Ljbffr