Job description

Why AssemblyAI AssemblyAI builds the best-in-class Voice AI models powering the next generation of voice applications. We have a lab, and we also power our own models in our own proprietary inference environment. Our models serve 600M+ inference calls monthly, process 1M+ hours of audio daily, and power 2 billion+ end-user experiences. The Voice AI space is at an inflection point; we’re looking for the best talent we can find to join a rapidly scaling team that's defining the future of the industry. We are one of the most capital-efficient AI companies on the planet - and are rapidly approaching $1M ARR per employee. We sit among the top 5 most revenue-dense teams within the fastest-growing AI companies today. We have thousands of customers building with us including the top startups and world renown enterprises, and are serving at tremendous scale: we process over 2 million hours of audio daily and handle more than 1 million API calls every day. This is a rare growth-stage opportunity where the business is proven, the revenue is durable, and the growth trajectory is steep and getting steeper. We have a super flat culture and expect our employees' to be deeply intimate with the details at all levels. If you’ve ever felt buried under layers of bureaucracy, starved of real ownership, or frustrated watching your work disappear into a slow-moving org, AssemblyAI is built differently. The company operates as a true meritocracy, with no heavy planning or approval processes and no gatekeeping on the tools or information you need. For anyone who genuinely cares about voice AI, not as a trend to chase, but as a technology to build, this is the place where the most interesting problems at the most interesting scale are being solved by a team small enough that you’ll actually know everyone’s name. About the role: We’re looking for an AI Native Startups Account Executive to own a book of accounts and drive revenue across AssemblyAI’s Voice AI infrastructure offerings. This person will generate pipeline in target accounts, develop strong champions, lead model evaluations, and win over engineering and product leaders at the fastest-growing AI-native companies building with voice. The ideal candidate has a strong background in infrastructure or API sales, thrives on building pipeline from scratch, and is energized by working with technical buyers on products that win on performance and developer experience. This is a cross-functional role that requires close partnership with Applied AI, Research, Engineering, Marketing, and Deployment to shape go-to-market strategy and deliver an exceptional customer experience from first touch through deployment and beyond. What You’ll Do: Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout Generate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions Craft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close Engage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals Position AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation Drive urgency through business value at every touchpoint, keeping deals moving forward with intent Quarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy What You’ll Need: 2+ years of infrastructure or API sales experience closing deals with engineering and product audiences A track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed Technical fluency - comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers Demonstrated ability to identify and develop champions who advocate internally on your behalf A high sense of urgency and ownership; you move deals forward and don’t let them go stale Comfort selling in a frictionless, product-led motion where customers stay because the product wins Deep understanding of procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles A willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites Must be based in San Francisco or New York City, with an expectation of 3 days a week in-office attendance to start but flexible schedule Pay Transparency: AssemblyAI strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity across our team. Our salary ranges are set to be competitive for our size, stage, and industry, and reflect just one component of the full compensation, benefits, and rewards we offer. Salary determinations consider a variety of factors, including relevant experience, technical depth, skills demonstrated during the interview process, and maintaining internal equity with peers on the team. The range shared below represents a general expectation for the posted position. However, we are open to considering candidates who may fall above or below the outlined experience level—in those cases, we will communicate any adjustments to the expected salary range. The range provided applies to candidates located in the United States . For candidates outside of the U.S., compensation ranges may differ; any adjustments will be communicated throughout the interview process. Salary range: $200,000 - $280,000 OTE The expected total compensation for this role is listed above (including base salary and commission). Our total compensation package includes competitive equity grants , 100% employer-paid benefits, and working alongside the team in our San Francisco or New York City office. A 401k match up to 4% is offered to all US-based full time team members. Using AI in your interview If you’re selected for an interview, please read our Candidate AI Guidance . It explains how you can use AI at each stage of our process, from your application and take-home to the interviews themselves. GDPR privacy notice If you’re applying from the EU or UK, please review our Job Applicant Privacy Notice before applying. Keep exploring AssemblyAI Transcribe: Speech-to-Text | Streaming Speech-to-Text Understand: Speech Understanding | LLM Gateway Interact: Voice Agent API | Dictation API Try our models in the Playground See how 50+ LLMs rank on real voice tasks: Voice Standard Bench Watch us on YouTube

Requirements

Must-haves

Why AssemblyAI
Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout
Generate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions
Craft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies
Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close
Engage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals
Position AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation
Drive urgency through business value at every touchpoint, keeping deals moving forward with intent
Quarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction
Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy
2+ years of infrastructure or API sales experience closing deals with engineering and product audiences
A track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed
Technical fluency - comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers
Demonstrated ability to identify and develop champions who advocate internally on your behalf
A high sense of urgency and ownership; you move deals forward and don’t let them go stale
Comfort selling in a frictionless, product-led motion where customers stay because the product wins
Deep understanding of procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles
A willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites
Must be based in San Francisco or New York City, with an expectation of 3 days a week in-office attendance to start but flexible schedule

Nice-to-haves

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Benefits

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401k