Founding Account Executive

Datalab is building the core infrastructure for how enterprises process and understand documents at scale. They are seeking a Founding Account Executive who will manage the full cycle of sales, from sourcing leads to closing deals, while also developing the sales playbook for future hires.

Responsibilities:

• Run the inbound deal cycle at volume on enterprise opportunities - discovery, demos, technical evaluation, pricing, security review, procurement, and close
• Own the customer through successful deployment - you're the primary point of contact through onboarding and go-live. After deployment, accounts move to team support for reactive issues; you retain expansion and renewal on accounts you closed
• Prioritize ruthlessly for enterprise accounts. Disqualify smaller inbound back to the self-serve flow, so we can learn from it
• Define our ICP through every closed-won and closed-lost, in close partnership with the founder and chief of staff
• Navigate technical sales - know when to loop in engineering for a POC, when to bring in the founder, and how to drive procurement, legal, and public-sector vehicles like GSA/SEWP
• Keep CRM clean - every deal, every stage, every next step, forecasts that reflect reality
• Build the outbound motion as inbound capacity stabilizes - identify high-fit accounts, run sequences, measure conversion, and double down on what works. By month 3 this should be producing meaningful self-sourced pipeline
• Build the playbook - discovery scripts, demo flows, objection libraries, competitive battle cards, pricing guidance, qualification criteria
• Close the product feedback loop - track what customers are blocked on and which features would unblock deals, prioritize by revenue impact, and bring structured signal to product and engineering on a regular cadence