[Remote] Senior Account Executive

Note: The job is a remote job and is open to candidates in USA. Origin is building an AI observability platform for organizations adopting AI technology. They are seeking a Senior Account Executive to help define the go-to-market strategy and establish the sales process in an undefined market.

Responsibilities

• Partner with founders on sales cycles: Co-run high-stakes early deals with the founder, especially deeply technical or strategic opportunities
• Bring a clear, compelling story: Focusing on AI agents, endpoint risk, and “semantic security” to CISOs, CIOs, security engineering, and AI platform teams
• Improve our GTM process: Experiment with deal structures (design partners, pilots, land-and-expand) and influence how we price and package early offerings
• Take full ownership of your pipeline: Prospect directly into target accounts and partner with our network, investors, and advisors to open doors, building and maintaining a focused pipeline of high-quality conversations
• Be the voice of the market internally:Bring concrete, structured feedback on buyers, objections, integrations, and workflows back into product and engineering, helping shape messaging, narrative, and content
• Contribute to the foundations of sales at Origin: Help define our first quotas and sales process in a way that fits this stage, creating the first generation of playbooks, talk tracks, and enablement materials that future reps will use
• Model the culture for future sales hires: High ownership, low ego, tightly integrated with product and research

Skills

• 5+ Years of Sales Experience: Enterprise sales into Fortune 2000 organization across complex procurement and budgeting cycles
• Self-starter mindset: Takes ownership of your process, follow-ups, and pipeline without needing a playbook
• You've sold into very early or ambiguous markets: You've been an early AE / first GTM hire at a seed/Series A infrastructure or security company and you're comfortable selling when the category name isn't obvious
• You have real enterprise security or infra experience: You've sold products in endpoint security, detection & response, identity, cloud security, devtools, or low-level infra, and are comfortable with CISOs and technical architects
• You have a bias toward action and ownership: You're happy to prospect, run your own follow-ups, build your own deck, write the follow-up memo, and help tune the demo, without a tight process to be effective (though you know how to build those later)
• You care about the mission: You believe that AI and agents on endpoints are going to change how enterprises operate
• A short note on why early-market, evangelical sales appeals to you, and
• One example of a time you helped shape the GTM motion

Benefits

• Generous healthcare
• Flexible PTO
• Home-office support

Company Overview