We are hiring our first dedicated Sales Account Executive to own full-cycle sales—prospecting, pipeline development, and closing—for a highly technical product sold to Salesforce and IT leaders at mid-market and enterprise organizations. This is a true hunter role offering the opportunity to help define the sales motion, shape messaging, and build the foundation of our sales organization alongside senior leadership.
Location: Remote (US)
Employment Type: Full-time
Compensation: $95K–$110K OTE (uncapped)
Reports To: EVP Marketing, dotted line to CEO
We're hiring our first dedicated Sales Account Executive—a hunter who can prospect, build pipeline, AND close deals. This is full-cycle sales for a technical product sold to technical buyers.
This is not a role for someone who wants inbound leads handed to them. We need someone with the grit to find opportunities and the polish to close them. You'll be selling to Salesforce Administrators, Developers, Architects, and IT Directors at mid-market and enterprise companies.
You won't just execute a playbook—you'll help write it. As our first AE, you'll work directly with our senior team to define the sales motion, refine our messaging, and build the foundation for our sales organization.
Identify and research target accounts in the Salesforce ecosystem
Execute outbound campaigns via email, LinkedIn, and phone
Convert inbound interest from Pharos Triton users into qualified opportunities
Build and maintain a healthy pipeline (target: $150K+ quarterly)
Own the full sales cycle from first contact to signed contract
Conduct discovery calls to understand customer pain points and technical environment
Deliver compelling product demos (with SE support for complex technical scenarios)
Navigate multi-stakeholder deals involving Admins, Developers, Architects, and IT leadership
Manage POC (proof of concept) engagements and guide prospects to successful outcomes
Handle pricing discussions and contract negotiations
Maintain accurate forecasts and pipeline data in Salesforce CRM
2–4 years of B2B SaaS sales experience with a track record of hitting quota
Salesforce ecosystem familiarity—you know what Governor Limits, Apex Exceptions, and Flow errors mean (or you've sold to people who care about these things)
Full-cycle sales experience or demonstrated readiness to own deals end-to-end
Hunter mentality—comfortable with outbound prospecting, cold outreach, and building pipeline from scratch
Technical fluency—you can hold a conversation with developers without needing an SE on every call
Excellent communication skills—clear, concise, and compelling in writing and conversation
Experience selling DevOps, monitoring, or developer tools
Background in Salesforce consulting or implementation
Prior experience at an early-stage startup (you understand the ambiguity and wear-multiple-hats reality)
Existing relationships in the Salesforce ecosystem
Salesforce certifications or Trailhead badges
Closer with grit—you have the polish to win deals and the hustle to find them
Builder mentality—you're excited to help create the sales playbook, not just follow one
Comfortable with ambiguity—we're figuring things out as we grow, and you'll help shape the path
Consultative approach—you solve problems, not just push product
Coachable—you want feedback and are committed to continuous improvement
Base Salary: $55,000–$65,000
Variable Compensation/Commission: $40,000–$45,000 (uncapped)
On-Target Earnings: $95,000–$110,000+
401(k) and health insurance stipend
This isn't just a job—it's a trajectory. Here's what your success here can look like:
Year 1: Establish yourself as a top performer, close $300K+ in ARR, and become the expert on our sales motion.
Year 2: As we grow, hire and mentor your first SDR. Take on larger enterprise deals. Begin shaping sales strategy.
Year 3+: Build and lead the sales team. Progress to Sales Manager or Head of Sales as the organization scales.
We're building something significant together, and we want our first AE to succeed with us into a leadership role.
You're not joining a pre-product idea. We have enterprise customers, proven product-market fit, and a growing open-source community. But you're still early enough to shape everything.
Our customers genuinely love our product. They tell us we "give them their weekends back" by eliminating the firefighting and guesswork from Salesforce troubleshooting. You'll be selling a solution that makes people's work lives better.
Our founder, Nikita Prokopev, is a former Salesforce R&D engineer who built this product because he lived the pain. You'll learn from someone who deeply understands both the product and the market.
This is a chance to become the sales leader at a company with real potential, not wait in line behind 50 other AEs at a larger company.
If you're an SDR crushing quota and ready to step up to full-cycle sales, we want to hear from you.
We know many talented SDRs are stuck waiting for AE positions to open at their current company. This role is your opportunity to skip that line. You already know how to prospect and build pipeline—we'll help you develop the closing skills.
Tell us why you're ready for the next step. Show us your numbers and your hunger.
Or, send your application to careers@pharos.ai with:
Your resume
A brief note answering these questions:
What's a deal you're proud of and why?
What do you know about Salesforce observability? (Be honest—we'll teach you if you don't know much)
Why are you interested in an early-stage company vs. a larger, more established sales org?
Optional but appreciated:
Link to your LinkedIn profile
Any Trailhead badges or Salesforce certifications
A 60-second video introducing yourself (not required, but helps us get to know you)
Pharos AI is committed to creating a diverse and inclusive workplace. We welcome applications from candidates of all backgrounds and do not discriminate based on race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, or veteran status.