- Identify and engage senior business and technical leaders at Fortune 500 and high-growth enterprises.
- Drive outbound prospecting, account research, and tailored outreach.
- Qualify opportunities, run discovery conversations, manage demos, negotiate commercial terms, and close deals.
- Partner closely with Natoma's founders, product, and engineering teams to align customer feedback with product strategy.
- Shape our positioning, messaging, and sales motions based on real-world interactions and market insights.
- Develop repeatable strategies that lay the foundation for a scalable, enterprise-level GTM engine.
- Serve as a confident ambassador of Natoma at industry events, executive meetings, and analyst briefings.
- A hunter at heart: You thrive on outbound pursuit, persistence, and creative strategies to break into new accounts.
- Proven in early-stage sales: You have 4+ years of experience owning parts of or entire sales cycles in high-growth SaaS, infrastructure, or security-focused organizations.
- Customer-centric and consultative: You are as comfortable speaking with technical teams as with executives—listening deeply and translating needs into value.
- Clear, compelling communicator: Your messaging resonates across email, decks, demos, and executive presentations.
- Product curiosity: You enjoy learning complex technology, especially in AI, security, and enterprise integrations, and explaining it clearly to customers.
- Experience selling developer platforms, security, or enterprise infrastructure
- Existing relationships within enterprise IT or AI adoption functions
- Track record of closing six-figure deals in an early-stage environment
- Familiarity with using AI tools to enhance prospecting and outreach
- Competitive salary + equity
- Generous PTO and parental leave
- Best-in-class tooling and support
- Comprehensive health benefits
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Founding Account Executive - Hayward, CA - Natoma
Description
Founding Account Executive
About Natoma
At Natoma, we're building the Hyper Intelligence layer—the secure foundation for the AI-native enterprise. Our platform enables organizations to safely connect AI systems and autonomous agents to their data, tools, and workflows with enterprise-grade control, governance, and observability. This empowers enterprises to unlock productivity, accelerate innovation, and fuel smarter decisions at scale.
Natoma's Managed MCP Platform removes barriers to adopting AI-native systems by handling identity, authorization, and context governance—all while preserving security and compliance. We're early, ambitious, and scaling fast. As our first full-cycle sales hire, you'll help define how Natoma brings transformative technology to the world's largest organizations.
What You'll Do
As a founding member of our Go-to-Market (GTM) team, you'll be integral to defining and executing our commercial success.
Build Pipeline and Generate Demand
Lead the Full Sales Process
Evolve our Commercial Playbook
Represent Natoma Externally
Who You Are
We are looking for a foundational sales leader who possesses the following attributes:
Nice-to-Haves
Why Natoma
At Natoma, you'll join a small, high-impact team at the intersection of enterprise software and next-generation AI infrastructure. You'll work closely with leaders experienced in building world-class platforms and will shape how Natoma scales its go-to-market engine.
Benefits:
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