Account Executive

Description Factify builds the governed truth infrastructure that regulated enterprises can't run their AI agents without. Every time an AI agent makes a decision - approving a loan, flagging a transaction, generating a compliance report - it operates on facts. Most enterprises have no idea which facts those are, whether they're verified, who authorized them, or what the agent knew at the moment of decision. Factify fixes that. We target commercial banks and insurers first - institutions where a wrong agent decision has legal, regulatory, and financial consequences. Our architecture encodes organizational authority into a living, machine-readable truth layer: every fact versioned, every policy enforced, every decision auditable. We're early, revenue-generating, and moving fast. This is uncharted territory. You're pioneering the sales motion for a new category - governed truth infrastructure for enterprise AI agents. No established budget line, no analyst category, no competitor playbook. You're sitting across from a Chief AI Officer or Chief Compliance Officer, surfacing a risk their agents are already running on, and defining what "good" looks like in a market that hasn't named the problem yet. 🎯What You'll DoLead complex, multi-stakeholder sales cycles into highly regulated institutions - commercial banks, insurers, asset managers - where the buying committee includes a Chief AI Officer, Chief Compliance Officer, and CTO at the same time.Build pipeline from zero - cold outbound, executive intros, conference floors, partner channels. 50+ discovery conversations per quarter is the baseline. No hand-raisers, no established playbook.Translate governed truth infrastructure into outcomes - for the Chief AI Officer it's agent velocity and auditability; for the CCO it's regulatory defensibility; for the CTO it's a governed data layer that doesn't require rearchitecting their stack. You know which frame to lead with.Architect account expansion - land on a single business process (underwriting, loan approval, compliance monitoring), prove the value with a sandbox POV, and expand process by process across the institution.Stay on the account through deployment - closed-won isn't a handoff. You partner with a Forward Deployed Engineer who leads the technical implementation, while you hold the customer relationship, navigate org dynamics, and ensure deployment lands cleanly on the customer side. The AE who closes is the AE who sees the value realized.Recruit design partners - beyond closed deals, build a Customer Advisory Board of 6-8 Tier 1 logos who co-shape the roadmap. These are co-builders, not just customers.Write the playbook as you run it - discovery scripts, objection libraries, POV templates, battle cards. You're employee one in enterprise sales. What you build here becomes the onboarding template for every AE who follows.Close the feedback loop to product - every discovery call is a research conversation. You surface patterns, not just notes. What you hear in the field shapes what gets built. Requirements 8+ years enterprise B2B sales with consistent quota over-achievement. At least 3 years selling technical infrastructure - data platforms, API gateways, compliance engines, developer tooling, or cloud-native middleware.Proven track record closing $500K+ ACV deals in early-stage or category-creation environments. You've landed logos without a recognizable brand behind you.Experience in regulated verticals - financial services, insurance, or equivalently compliance-heavy buyers. You navigate legal, security review, and procurement without losing deal momentum.Structured discovery discipline - MEDDIC, SPICED, or your own model. You uncover the decision anatomy before you demo anything. The prospect feels the problem before they see the product.Technically credible, not technically deep - you hold the room with a CTO without pretending to be an engineer. Enough AI infrastructure fluency to challenge assumptions and earn respect on both sides of the table.Comfortable owning the relationship through implementation - you don't view closed-won as the finish line. You partner with technical teammates, stay close to the customer through deployment, and treat first value as the real win.Entrepreneurial operating style - you thrive in ambiguity, own outcomes, build from scratch. You've never waited for marketing to warm up your pipeline. Nice to have: Background in AI/ML platforms, data governance, or enterprise data infrastructureExisting relationships at Tier 1-2 commercial banks or large insurersExperience selling to Chief AI Officers - a new title with a well-defined set of anxietiesSold a product where the category didn't have a budget line yet