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Account Executive

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We're looking for a founding Account Executive to join our sales team and help us build a scalable revenue engine for Pydantic Logfire. You'll hunt new business through targeted outbound while capitalizing on strong inbound demand, working directly with CTOs and engineering leaders who are building the future of AI observability.

  • If you’re a deeply technical seller who wants to run demos solo, apply to the Technical AE role.
  • If you’re a killer salesperson who thrives on discovery, deal orchestration, and closing — and you’re happy partnering with a Solutions Engineer/founders for technical depth — this role is for you.

You do not need to be an engineer, write code, or be an observability expert on day one. You do need to be able to sell to technical buyers, run a disciplined process, and bring urgency to deals without being pushy.

You are interested to get in early at a company with genuine product-market fit. Pydantic AI is already the fastest growing agent framework (this is how many of our customers hear about Logfire), now we're building the observability platform that the AI engineering ecosystem needs.

We are growing fast, our technology is second-to-none, and the commission is uncapped.

Your goal is to close enterprise deals and grow Logfire's revenue. You'll work closely with Chris (VP Sales) to prove out our sales motion before we scale the team.

1. Close New Business

  • Hunt: Prospect into target accounts, build your own pipeline, and generate demand from scratch
  • Handle: Own inbound leads from demo requests, sales@ emails, and product-led signals
  • Run discovery, build champions, and drive deals to close
  • Pull in our Solutions Engineer and/or founders when deeper technical validation is required

2. Qualify & Route Strategically

  • Recognize when a deal is bigger than it looks and flag it early
  • Learn to spot the signals that separate tire-kickers from buyers
  • Know when to escalate self-hosted, complex security, or “whale” opportunities for founder involvement (and still get credit, see below)

3. Own the Full Cycle

  • You own the commercial process end-to-end: timeline, stakeholders, mutual action plans, procurement, and close
  • You're not handing off immediately after the close — you'll ensure customers are set up for success in the first 2 weeks
  • Work closely with our post-sales Solutions Engineers on technical onboarding and a great customer experience

4. Help Build the Playbook

  • We're early. The sales motion isn't fully documented yet. You'll help write it.
  • Your feedback on what's working (and what isn't) shapes how we scale
  • A top-tier closer. 3-8 years experience carrying quota and hitting it consistently — ideally in SaaS with technical buyers (DevTools, AI, security, data, infra, or adjacent).
  • Comfortable selling to engineers without being one. You can run crisp discovery, ask smart questions, and translate pain into a clear business case — while knowing when to bring in technical help.
  • A disciplined deal runner. You multi-thread, build champions, create urgency, and keep momentum through security reviews, legal redlines, and procurement.
  • A hunter, not an order taker. You don’t wait for pipeline to be handed to you. You prospect, you follow up, you build a book.
  • Comfortable with early-stage ambiguity. We’re ~20 people. There’s no RevOps team, no enablement function, no massive support structure. You figure things out.
  • High-agency communicator. Your emails are sharp, your follow-ups are proactive, and you’re relentlessly clear on next steps.
  • US East Coast (or similar) based. We need timezone overlap with UK leadership and US enterprise customers.

Day to day:

  • Prospecting: cold emails, LinkedIn outreach, and working your target account list
  • Work inbound: fast response times, tight qualification, and clear next steps
  • Run 3-5 discovery calls per week (mix of outbound meetings you’ve booked and inbound leads)
  • Coordinate and quarterback product demos (you may lead the narrative; Solutions Engineer leads technical depth)
  • Keep your CRM hygiene tight
  • Prep the team before calls on larger deals; own follow-ups, scheduling, and CRM updates
  • Work async with a remote team across US and UK timezones

On deals:

  • Some deals will require a 2-4 week POC — you’ll manage the plan, timeline, stakeholders, and decision criteria (with technical execution support)
  • You'll see deals with security reviews, legal redlines, and procurement hoops. Welcome to enterprise sales.

What success looks like:

  • Month 2: First closed deal
  • Quarter 1: Hitting 80%+ of ramp quota
  • Quarter 2+: Consistent quota attainment, starting to spot and flag larger deals early
  • 50/50 Split: Competitive base salary and variable commission structure, providing a balanced OTE (On-Target Earnings) for the US East Coast market.
  • Guaranteed Ramp: To allow you to focus on learning the product and the market, we provide 100% of your OTE (Base + Variable) for the first 6 weeks.
  • Uncapped Commission: 10% commission on the contracted value of every deal you close, paid upon invoice collection, with no ceiling on your earnings.
  • Expansion Participation: Unlike many AE roles, you retain skin in the game with a 10% commission on account expansion and usage overages during your first year with a customer.
  • Strategic Assist Credit: We incentivize team-wide success. For identifying and qualifying large-scale "whales" that require a founder-led close, you receive full quota credit and a 1.5% commission (a 15% share of the total commission pool) for the assist.
  • Early-Stage Equity: A meaningful ownership stake in the company as one of the founding members of the sales organization.
  1. Required: US East Coast based (timezone overlap with UK leadership and US customers)
  2. Required: Able to travel to EU, UK, and US up to 4 times per year for offsites
  3. Required: Fluent in English

Pydantic Validation is the data validation library that powers modern Python development - 500 million downloads per month, used by virtually every tech company you've heard of. Why? Because we obsess over developer experience and write code we'd actually want to use ourselves.

We're applying that same engineering mindset to Pydantic Logfire, our observability platform with first class support for AI engineering, built for today's development reality: AI workloads, multi-language environments, and cloud infrastructure that's designed to be straightforward to set up and maintain.

We build with technologies developers actually want to work with:

  • OpenTelemetry for standardized instrumentation
  • SQL for intuitive querying (no proprietary query language to learn)
  • Rust, Python, and TypeScript for performance and productivity
  • Postgres, DataFusion, and object storage for scalable backends

Unlike other companies that pay lip service to open source, we commit over 20% of our engineering team to maintaining and expanding our open source ecosystem. This includes the core Pydantic Validation library and Pydantic AI - our rapidly growing framework that's becoming the standard for AI application development. We're signatories of the open source pledge and build on open standards because we believe in interoperability, not lock-in. Use our OpenTelemetry-based SDK with any compatible backend - we're confident you'll choose us on merit.

We're backed by Sequoia Capital and run a fully remote team across multiple time zones (with regular in-person offsites - next one is February 2026 in London).

Join our team of exceptional engineers who value substance over hype, practical approaches over perfectionism, and meaningful progress over busyness. We've built a culture that balances technical ambition with sustainable practices—minimal meetings and respect for your expertise and time. We're creating tools that genuinely improve developers' lives, and we're looking for thoughtful contributors who share our commitment to quality and our passion for elegant solutions.

  • 💰 Compensation: Competitive salary and stock options
  • 🌍 Truly Remote: Work from anywhere within our timezone range - no office requirements
  • 🌐 Global & Diverse: Join a multi-cultural team of 8+ nationalities
  • 💪 Impact: Direct influence on tools used by millions of developers worldwide
  • 🎯 Focus on Growth: Regular opportunities for learning and professional development
  • 🤝 Team Gatherings: Connect with the team at our regular international off-sites
  • 🏥 Healthcare: Comprehensive health coverage for you and your dependents
  • 🎮 Flexible Hours: Work when you're most productive
  • 💻 Equipment: Budget for your home office setup
  • ⚖️ Work-Life Balance: flexible working hours and 33 days PTO no matter where you live (including public holidays, which you can choose to take or not)

To apply, email [email protected] with the job title in the subject line. We'd also appreciate a few lines explaining why you think you'd be a good fit for the role and what you've done in the past that evidences that.

No recruiters or agencies please. Unsolicited recruiters will be marked as spam.

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