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About the Role

As an Account Executive, Digital Native, you will own new business across a territory of high-growth, engineering-driven companies. This is a hunter role focused on building pipeline, breaking into accounts, running technical sales cycles, and closing net-new customers. You will sell a deeply technical product to engineers, platform teams, engineering leaders, founders, and CTOs, connecting infrastructure performance to business outcomes. You will collaborate with Solutions Engineers, founders, product, and engineering teams, and help shape the sales strategy for the Digital Native motion.

Responsibilities

Own a territory of high-growth, engineering-driven companies from prospecting through close.
Identify accounts where Blacksmith can have the greatest impact and develop a strategy to win them.
Build relationships across engineering, platform, DevOps, finance, and executive stakeholders.
Run a disciplined sales process from initial conversation through evaluation, commercial negotiation, and close.
Create pipeline through targeted outbound, creative prospecting, events, referrals, and network.
Use product signals, engineering growth, cloud usage, funding, hiring, and other signals to prioritize accounts.
Find creative ways into companies rather than relying on high-volume outbound.
Partner with marketing and growth while maintaining territory ownership.
Partner with Solutions Engineers to run technical discovery, evaluations, and proof-of-concepts.
Develop a strong understanding of CI/CD, cloud infrastructure, developer workflows, and the economics of running compute at scale.
Understand a customer's existing architecture and build a clear case for Blacksmith's value.
Translate improvements in speed, reliability, developer productivity, and infrastructure cost into a compelling business case.
Multithread from individual engineers and platform teams to engineering leadership, founders, and CTOs.
Build champions and understand technical, economic, and organizational drivers behind a purchase.
Navigate security, procurement, legal, and commercial negotiations.
Maintain strong pipeline hygiene and forecast accurately.
Bring customer and market feedback directly to product and engineering.
Help refine messaging, qualification criteria, sales process, and playbooks.
Identify patterns in successful strategies and turn them into repeatable motions.
Influence the building of the sales organization.

Requirements

3+ years of quota-carrying AE experience, ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS.
Track record of consistently generating pipeline and winning net-new logos.
Comfortable selling to engineers and technical executives.
Ability to build credibility with highly technical buyers.
Curiosity to learn how the underlying technology works.
Ability to run a structured sales process while moving quickly.
Experience navigating both bottom-up adoption and top-down enterprise buying motions.
Experience multithreading, building champions, and connecting technical value to business outcomes.
Clear communication skills, able to make complicated infrastructure concepts easy to understand.
High standards for preparation, follow-through, and pipeline discipline.
Desire to build and create the playbook rather than inherit one.

Skills

Selling infrastructure
Selling developer tools
Selling cloud services
Selling observability
Selling security
Selling technical SaaS
Pipeline generation
New logo acquisition
Technical sales
Building credibility with technical buyers
Understanding underlying technology
Structured sales process
Bottom-up adoption
Top-down enterprise buying
Multithreading
Building champions
Connecting technical value to business outcomes
Clear communication
Simplifying complex concepts
Pipeline hygiene
Forecasting
Customer feedback
Market feedback
Sales process refinement
Playbook development
CI/CD
Cloud infrastructure
Developer workflows
Economics of running compute at scale
GitHub Actions
PLG sales environment

Experience Level

3+ years of quota-carrying AE experience

Salary/Compensations

Competitive base salary and uncapped commission

Benefits

Meaningful equity
Medical, dental, and vision insurance
401(k) match
Unlimited PTO
Early-exercise stock options
12 weeks of fully paid parental leave in the U.S.
Annual company offsite

About the Company

Blacksmith started by building infrastructure to run CI workloads really fast, with a product that helps companies run GitHub Actions substantially faster and cheaper by operating a global fleet of bare-metal machines.
The company orchestrates tens of millions of Firecracker VMs weekly, running CI for 5,000+ companies and hit ~$50M in ARR in 2.5 years, with revenue more than 5x'ing since the start of 2026.
They operate thousands of bare-metal machines across multiple regions, schedule 100k+ vCPUs concurrently, and run a petabyte-scale Ceph cluster.
Blacksmith has raised $58.5M from Seed to Series B, led by Google Ventures (GV) & Peak XV Capital.
The company was founded by a team with deep systems and scaling experience, including building search/ads infrastructure at Faire, and operating large distributed systems at Cockroach Labs.
Their GTM is led by Jon Boyer, formerly Head of Sales at Zapier.
They are extending their CI infrastructure into a broader platform for running agent sandboxes at scale and building their own background coding agent.