Commercial Account Executive

ABOUT CARTESIA

Our mission is to architect AI that learns from and interacts with the world like humans do.

We're pioneering the model architectures that will make this possible. Our founding team met as PhDs at the Stanford AI Lab, where we invented State Space Models or SSMs, a new primitive for training efficient, large-scale foundation models. Our team combines deep expertise in model innovation and systems engineering paired with a design-minded product engineering team to build and ship cutting edge models and experiences.

We're funded by leading investors at Index Ventures and Lightspeed Venture Partners, along with Factory, Conviction, A Star, General Catalyst, SV Angel, Databricks and others. We're fortunate to have the support of many amazing advisors, and 90+ angels across many industries, including the world's foremost experts in AI.

ABOUT THE ROLE

We're hiring a Commercial Account Executive to turn qualified pipeline into revenue at scale. As an early member of our Sales team, you'll own a high volume of opportunities from first conversation to close, landing new commercial accounts quickly and efficiently. This role is for someone who thrives on speed and volume and doesn't need close oversight to execute.

YOUR IMPACT

- Own the full sales cycle for qualified opportunities: confirm fit quickly, run sharp discovery, deliver tailored demos, and close with urgency.

- Partner closely with GTM Strategists on lead handoffs. Share feedback on lead quality and fit, stay aligned on priority accounts, and make the transition from qualification to active deal seamless for the buyer.

- Run tight, time-boxed POCs: set clear success criteria up front, keep evaluators engaged, and convert results into a decision.

- Manage a high volume of concurrent deals with disciplined follow-up, accurate forecasting, and consistent attainment of monthly and quarterly targets.

- Work with Pre-Sales Engineering on deals that need technical depth, while handling most technical conversations yourself.

- Hand off closed accounts cleanly to the Post-Sales team and flag expansion opportunities as they come up.

- Share what you're hearing from customers about objections, pricing friction, and competitive signals so the team can adjust.

WHAT YOU BRING

- 3+ years of closing experience in B2B SaaS, ideally at a high-growth company, with a consistent record of exceeding quota.

- A proven ability to close a high volume of deals per quarter at $20K–$100K ACV in fast-moving cycles with high activity levels.

- Experience selling API products, developer tools, or technical infrastructure, plus the technical curiosity to quickly learn APIs and AI models well enough to speak credibly with developers and technical buyers.

- Experience running POCs or technical evaluations and converting them to closed business.

- Strong discovery, objection handling, and negotiation skills, including usage-based pricing, rate cards, or consumption-based contracts, with a customer-first approach that sets up renewals and expansion.

- Excellent organization and pipeline hygiene. You keep many deals moving at once without letting any slip.

- Strong self-management. You organize your own day, prioritize without being told, and hold yourself accountable to your number with minimal oversight, even in an ambiguous early-stage environment.

- High horsepower, a hungry work ethic, and a self-starter mindset. When something's unclear, you figure it out.

- A competitive drive to win and a genuine motivation to grow the business.

NICE-TO-HAVES

- Experience selling AI/ML, Voice AI, or speech technology.

- Hands-on experience converting self-serve users to paid plans using product usage data.

- Experience at an early-stage or Series A/B company as the sales motion scaled.

- A technical degree (CS, Engineering, Math, etc.) or a solutions engineering background.

Note: Cartesia participates in E-Verify and will provide the federal government with …