Job description

Everyone's building AI agents, but almost nobody gets them to production. Building an impressive demo is easy. Building an AI agent that can securely take action inside enterprise systems is hard. The moment an agent accesses customer data, executes a workflow, or makes changes on behalf of a user, authorization, governance, and trust become the real engineering challenge. Arcade is the MCP runtime that gives agents the power to do both seamlessly. We connect agents to the systems they act in, then give each one a permission slip and a paper trail - proof of what it's allowed to do, and a record of what it did. That's what makes AI safe to turn loose: real actions, on real systems, already shipping inside Fortune 100 companies. The Revolution Needs You Every AI app needs agentic tools that let AI models take real actions. Without tools, AI can only chat. With tools, AI can actually do things. We're building the definitive tools catalog,actions platform, and governance model that will unlock AI's true potential. Think Zapier for AI Actions. Think Auth0 for AI. Think really big. Why This Is The Opportunity of a Lifetime - Traction: Real deployments with Fortune-100 customers like Morgan Stanley and Open Table - Founder-Market Fit: Our CEO previously founded Stormpath (acquired by Okta), where he created the first Authentication API for developers. He's done this before - and this time the market is 10x bigger. Our CTO led the vector database team at Redis, shipped 100+ LLM applications, and is a contributor to LangChain and LlamaIndex. He knows this space better than anyone. - Dream Team: We've assembled authentication, integrations, distributed systems, and AI experts from Okta, Redis, Microsoft, Splunk, Ngrok, Google, Airbyte, Disney, and HPE who've built and founded multiple successful developer platforms. - Perfect Timing: Every enterprise is racing to put agents in production - almost none get there. The problem isn't better models, it's proving which agent can take which action, on behalf of which user, against which system. That's us. - Massive Market : We're building critical infrastructure for the biggest technological shift of our generation. Every AI app will need what we're building. - Backed By The Best: Our Series A round is led by SYN Ventures, with strategic investment from Morgan Stanley and Wipro. Our earlier investors have also backed Databricks, Clickhouse, MongoDB, Perplexity, Cohere, ScaleAI, Confluent, Elastic, and Firebase. They see what we see - this is going to be huge. The Challenge Arcade is the MCP runtime that makes AI agents production-ready, and we’re entering a hyper-growth phase selling into the enterprises that are deploying AI agents at scale. Our buyers are Heads of AI, Chief AI Officers, CTOs, CIOs, and CISOs at companies that have moved past chatbots and need their AI to actually take secure actions across Google, Slack, Salesforce, and hundreds of other business systems. We’re not selling a simple SaaS tool, we’re selling the critical infrastructure layer between AI models and real-world actions, with secure agent authorization, user-specific permissions, and enterprise-grade governance. That means you need deep technical curiosity to understand how MCP, OAuth, and agent architectures work, the ability to articulate why production AI agents need a runtime layer, and the grit to hunt new logos from scratch. This is a build-your-territory, get-on-planes, sell-the-future-of-AI-infrastructure opportunity . What You'll Do - Own the full sales cycle for enterprise accounts, from prospecting and pipeline generation through negotiation and close - Generate at least 50% of your own pipeline through outbound prospecting; inbound helps you crush your number, not just hit it - Drive 8–12+ deals per year with average contract values of $200K++, with a clear path to seven-figure deals - Navigate multi-threaded, complex deals across Head of AI, Chief AI Officer, CIO, CTO, and CISO personas - Research prospects’ businesses deeply to inspire the "art of the possible" - moving beyond features to high-impact value outcomes - Leverage AI tools and modern sales techniques to automate and scale your go-to-market motion - Partner closely with Solutions Engineers to deliver technical demos and proof-of-concept engagements - Travel as needed to close deals and build relationships (expect meaningful face-to-face time with customers) - Provide market feedback to Product and Marketing to sharpen positioning and roadmap Required Skills - 5+ years of enterprise B2B SaaS sales experience, specifically selling technical infrastructure (devtools, middleware, databases, API gateways, security, or cloud platforms) - Proven track record of exceeding quotas of $1.2M–$1.5M+ annually by closing complex, multi-stakeholder deals with contract values of $250K+ - Demonstrated ability to prospect and build pipeline independently – you’re a hunter, not a farmer - Deep comfort selling to highly technical buyers (CTO, CIO, Head of AI, CISO) - Experience at a startup or high-growth environment (ideally Series A–C, under 100 employees) - AI-curious and forward-leaning – you actively use AI in your daily workflow and sales motion - Scrappy, hungry, and comfortable operating without a playbook or heavy support infrastructure - Located in or willing to relocate to New York, NY(other major East Coast metros considered for exceptional candidates) Join The Movement We're not just building a product - we're leading a movement to transform AI from just chatbots to agents that can take actions against real systems. This is your chance to be at the forefront of that revolution. If you want to look back in 5 years and say, "I helped build that", then we want to talk to you. Ready to make AI actually useful? Apply Now Compensation and Benefits This role offers a competitive salary, equity, and benefits. Compensation is aligned with the range below and determined based on a candidate's background, experience, and performance. Salary Range $300,000-350,000 USD OTE

Requirements

Must-haves

Everyone's building AI agents, but almost nobody gets them to production.
The Revolution Needs You
Why This Is The Opportunity of a Lifetime
Traction: Real deployments with Fortune-100 customers like Morgan Stanley and Open Table
Massive Market : We're building critical infrastructure for the biggest technological shift of our generation. Every AI app will need what we're building.
The Challenge
This is a build-your-territory, get-on-planes, sell-the-future-of-AI-infrastructure opportunity .
Own the full sales cycle for enterprise accounts, from prospecting and pipeline generation through negotiation and close
Generate at least 50% of your own pipeline through outbound prospecting; inbound helps you crush your number, not just hit it
Drive 8–12+ deals per year with average contract values of $200K++, with a clear path to seven-figure deals
Navigate multi-threaded, complex deals across Head of AI, Chief AI Officer, CIO, CTO, and CISO personas
Research prospects’ businesses deeply to inspire the "art of the possible" - moving beyond features to high-impact value outcomes
Leverage AI tools and modern sales techniques to automate and scale your go-to-market motion
Partner closely with Solutions Engineers to deliver technical demos and proof-of-concept engagements
Travel as needed to close deals and build relationships (expect meaningful face-to-face time with customers)
Provide market feedback to Product and Marketing to sharpen positioning and roadmap
5+ years of enterprise B2B SaaS sales experience, specifically selling technical infrastructure (devtools, middleware, databases, API gateways, security, or cloud platforms)
Proven track record of exceeding quotas of $1.2M–$1.5M+ annually by closing complex, multi-stakeholder deals with contract values of $250K+
Demonstrated ability to prospect and build pipeline independently – you’re a hunter, not a farmer
Deep comfort selling to highly technical buyers (CTO, CIO, Head of AI, CISO)
Experience at a startup or high-growth environment (ideally Series A–C, under 100 employees)
AI-curious and forward-leaning – you actively use AI in your daily workflow and sales motion
Scrappy, hungry, and comfortable operating without a playbook or heavy support infrastructure
Located in or willing to relocate to New York, NY(other major East Coast metros considered for exceptional candidates)

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiapillmgo

Platform: ashby
Effort: quick