Founding Account Executive - Enterprise Safety & Compliance (Hardware + AI)
Hybrid (San Francisco, CA)$100k - $150k + equityFull-timePosted 8mo ago
About the role
Founding Account Executive to build and scale Saphira AI's enterprise revenue motion, selling to safety-critical hardware companies in regulated environments. Senior IC role partnering with founders to define positioning, ICP, and repeatable enterprise sales motion; targets six- and seven-figure ARR.
Responsibilities
- Own Enterprise Revenue: Run the full enterprise sales cycle from first meeting to close; close large ACV deals across engineering, compliance, legal, and executive leadership; forecast, manage pipeline, and hit ARR targets.
- Build the Early Sales Motion: Define ICP, qualification standards, deal structure, and pricing; turn founder-led sales into a repeatable motion; provide product/leadership feedback on roadmap and objections.
- Executive-Level Storytelling: Sharpen messaging and positioning with founders; translate safety certification and risk reduction into revenue impact and time-to-market benefits; engage VPs, C-suite, and technical decision-makers.
- Navigate Regulated, Technical Environments: Sell where compliance, certification, and standards affect product launches and revenue timelines; map value to certification readiness and audit success.
- Operate with Discipline: Maintain CRM hygiene, pipeline reviews, and reporting; establish early best practices for future AEs.
Qualifications
- 7–10 years of experience closing enterprise software deals, ideally in technical, regulated, or infrastructure-heavy domains.
- Proven track record of closing large, complex, multi-stakeholder deals (mid-six to seven-figure ACVs).
- Comfortable selling into engineering-led organizations and navigating technical buying processes.
- Experience selling where risk, compliance, safety, or regulation materially influence purchasing decisions.
- Builder mindset with experience defining processes in ambiguous environments.
- Desire for meaningful upside and ownership beyond a single quota.
Skills
Required:Enterprise salesRegulated environments / complianceSales process definition
Benefits
- Equity: Meaningful early-stage equity (commensurate with seniority and impact)
- Base Salary: $100K – $150K
- On-Target Earnings (OTE): ~$100K – $150K
- Location: San Francisco, CA or Remote (US-based preferred)
Last updated Oct 7, 2026. Interested? Apply on the company site.
About Saphira AI
Vanta for Hardware
Saphira is the easiest way for hardware products to get safety certified and reach market faster, such as industrial robots and heavy machinery.
artificial-intelligencehardwareroboticscomplianceenterprise
More open roles at Saphira AI
- Senior Industrial Functional Safety Engineer11mo agoHybrid (San Francisco, CA) · Engineering
- Founding Full-Stack Engineer11mo agoHybrid (San Francisco, CA) · Engineering
- Founding Applied AI Engineer11mo agoHybrid (San Francisco, CA; Remote (US))