Strategic Account Executive — Startups & ISVs (SF OR Seattle)

About the Company

Aivar is an AI-native services company built on a simple belief: AI shouldn't just assist the enterprise — it should earn the right to run it, with people leading. We run the work enterprises can't afford to get wrong, on a governed agentic operating system that's accountable for every action and smarter with every decision. Backed by Bessemer Venture Partners and Sorin Investments, founded by ex-AWS leaders, and trusted by 120+ enterprise customers across North America, India, and the Middle East.

About the Role

You'll be Aivar's first dedicated seller into the startup and ISV market — owning new logo acquisition end to end, breaking into high-growth technology companies, and turning early wins into long-term partnerships. This is a hunter's seat: you don't inherit a book. You build one. You identify the right startups and ISVs, earn the relationship, land the deal, and grow it into a multi-year engagement. If you've built pipeline from nothing, closed deals that weren't in any CRM when you started, and love the energy of a fast-moving customer — this was written for you.

Responsibilities

Hunt. Break into named startup and ISV accounts across North America — opening doors cold, building founder and technical-leader relationships, and running a disciplined outbound motion.

Close. Own the full cycle from first call to signed contract: qualification, solutioning with our architects, navigating fast-moving procurement, negotiation, and close.

Grow. Turn every new logo into a long-term partnership — expanding into new product lines, engineering teams, and budgets as the company scales.

Build the motion. Define how Aivar wins with startups and ISVs: the wedge, the messaging, and the repeatable playbook for a high-velocity segment.

Partner with AWS, Anthropic. Work joint opportunities with AWS and Anthropic field teams to accelerate access and credibility.

Own your number. Carry and forecast revenue, run account plans and QBRs, and report pipeline, risk, and momentum to leadership.

Qualifications

5+ years in enterprise or mid-market sales, account executive, or client-partner roles in IT services, SaaS, or technology consulting — with a track record of opening and closing new logos, not just managing existing ones.

Direct experience selling into startups, ISVs, or high-growth technology companies in North America, including comfort engaging with founders, CTOs, and engineering leaders.

Proven ownership of new-business and expansion targets — and the receipts to show you've consistently hit them.

Experience selling cloud, data/analytics, or AI/ML offerings (preferred).

The ability to earn trust at the CXO and founder level and translate technical capability into business value and signed deals.

Sharp commercial instincts: pipeline discipline, forecasting, pricing, and contract fluency.

High ownership, high urgency, and the resilience to build a segment from early traction.

Required Skills

• 5+ years in enterprise or mid-market sales, account executive, or client-partner roles in IT services, SaaS, or technology consulting.
• Direct experience selling into startups, ISVs, or high-growth technology companies in North America.
• Proven ownership of new-business and expansion targets.
• Experience selling cloud, data/analytics, or AI/ML offerings (preferred).
• The ability to earn trust at the CXO and founder level.
• Sharp commercial instincts.
• High ownership and urgency.

Preferred Skills

Experience selling cloud, data/analytics, or AI/ML offerings.

Pay range and compensation package

Uncapped commission with real accelerators. Overperformance pays exponentially, not linearly. Meaningful equity. You're early enough that the upside is real. A territory you own outright. Named startup and ISV accounts across North America, with the mandate to define the motion and build the playbook. Final compensation will be determined based on factors including experience and role fitment.

Base Salary: 140,000 - 168,000 USD annually

On Target Earnings: 233,800 - 280,560 USD annually

Additional ESOP of 30,000 - 68,000 USD annually

Equal Opportunity Statement

Aivar Innovations is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, gender identity, sexual orientation, religion, disability, age, marital status, caste, or any other protected characteristic. We are committed to building a diverse, inclusive, and respectful workplace for everyone, in full compliance with applicable federal, state, and local laws.