[Hiring] Founding Account Executive @Infilla

Role Description

Infilla is at an inflection point. Our early customers are positioned for long-term success. We’re moving from early adopters to multi-year municipal partnerships and transitioning from founder-led sales to a repeatable enterprise motion.

You're building the motion, not inheriting it:

• No handed-down playbook, no SDR queue.
• You own pipeline development, deal strategy, and close frameworks from scratch.
• This is not a plug-and-play sales role.
• How you structure pipeline discipline, stakeholder mapping, deal review, and close strategy will define how Infilla scales.

Real-world stakes:

• The deals you close translate directly into homes getting permitted faster.
• A durable business, not a hype cycle.
• We're profitable with zero customer churn and contracts that expand every year.
• You'll operate at the highest level with community development directors, mayors, city managers, and state agency heads.

What You’ll Do:

• Own the full sales cycle end-to-end with clear accountability for pipeline, deal strategy, and forecast accuracy.
• Build deep trust inside governments.
• Navigate department directors, IT leaders, procurement teams, and elected stakeholders in politically complex environments.
• Run structured discovery that surfaces operational, budgetary, and stakeholder constraints and needs.
• Multi-thread deliberately.
• Develop and execute close plans that account for procurement processes, compliance requirements, budget cycles, and council approvals.
• Shape Infilla's go-to-market motion.
• Use AI to move faster in research, proposal drafting, deal analysis, etc.

Your First 90 Days and Beyond:

• Month 1 - Understand: Deep dive into product, ICP, procurement pathways, and competitive landscape. Shadow founder-led deals and identify close patterns and friction points. Map priority regions, budget cycles, and political dynamics.
• Month 2 - Walk: Advance several real opportunities into structured, multi-threaded deal paths. Surface political, budgetary, and procurement blockers. Test and refine messaging against live objections. Build defined close plans with explicit next steps.
• Month 3 - Run: Start to fill pipeline independent of founder-sourced leads. Formalize repeatable discovery, stakeholder mapping, and close frameworks. Document common objections and begin codifying the Sales Playbook with the CEO.

What success looks like in year one:

• At least 3-5 reference-able lighthouse accounts.
• Predictable 3-4x qualified pipeline coverage.
• A documented enterprise sales motion that a second AE could run.

What's Hard About This Role:

• Sales cycles are long and political.
• Budgets, council approvals, and procurement can stall or derail deals late in the process.
• There is no mature sales engine.
• Reputation matters.

Qualifications

• This is a remote position with travel to customer sites as needed.
• You must have authorization to work in the US without visa sponsorship.
• 3+ years of enterprise SaaS sales with full-cycle ownership and consistent performance against quota.
• Demonstrated success closing complex, multi-stakeholder deals ($50K+ ACV) with senior stakeholder involvement.
• Navigated complex procurement in regulated or public-sector industries.

Bonus: Direct experience with public sector customers, have closed multi-year contracts in regulated industries, former founder, or early AE experience at a startup.

Research shows women and minorities are more likely to self-select out when they don't meet every requirement. We hire for strengths and potential, not a perfect resume fit.

Benefits

• Base salary of $100K–$150K (depending on experience) with an OTE of $180K–$250K, uncapped commission, and meaningful equity.
• Health/dental/vision insurance via Thatch.
• 401(k) via Guideline.
• 26 days of PTO including federal holidays.

Interview Process

• Initial Conversation (30 min) — Meet with our Chief of Staff to learn more about Infilla.
• Behavioral Interview (60 min) — Meet with the founder and sales advisor to talk through your past experiences and approach to common government sales challenges.
• Written Sample — Share a piece of sales collateral you've built from scratch in a previous role.
• Demo Roleplay (45 min) — Do a short roleplay of a discovery call on a product you sell today.
• Reference Checks — We talk with 3-5 colleagues whom you've worked with in the past.
• Offer 🎉