[Remote] Founding Account Executive

Note: The job is a remote job and is open to candidates in USA. Roark is hiring its first account executive to turn interest in its technical voice-agent testing product into customers. The role owns the full sales cycle, runs technical demos, builds pipeline, represents customer feedback internally, and creates the initial go-to-market playbook.

Responsibilities

• Own the full cycle end-to-end: prospect, book, demo, negotiate and close — no SDR to hand off from and no sales engineer to hide behind (yet)
• Run technically credible demos yourself — show engineers and AI teams how Roark tests, scores and monitors their voice agents, and field the hard questions live
• Build the top of the funnel: outbound to teams shipping voice agents, inbound follow-up in minutes not days, and a motion repeatable enough to hire against
• Get hands-on with the product — connect an agent, run a simulation, read a scorecard — so your demo is the real thing, not slides
• Be the voice of the customer inside the company: route objections, lost-deal reasons and feature gaps straight to the founders and engineering
• Write the first go-to-market playbook — messaging, qualification, pricing conversations — so the next five reps ramp in weeks, not quarters

Skills

• 3+ years closing technical or developer-facing products (dev tools, infra, APIs, ML/AI or observability), carrying a number and hitting it
• Full-cycle reps: you have sourced your own pipeline and booked your own demos, not just closed what marketing handed you
• Technical fluency — you can hold your own with engineers, learn a product deeply, and demo it without a sales engineer in the room
• Real hunger for the top of the funnel: relentless follow-up, and happy to build pipeline from zero
• Based in the San Francisco Bay Area
• You have been an early or founding go-to-market hire before, and can sell before the category fully exists
• Familiarity with voice AI, LLMs, evals, or the teams building conversational agents
• You thrive with founders and little structure — you would rather write the playbook than inherit one

Benefits

• Fully remote (no office)
• Roark platform and live demo environments
• Your CRM of choice
• Slack
• Direct founder access

Company Overview