Account Executive at Emberos

ABOUT US Emberos exists to bring predictive intelligence and clarity to a world where AI is already shaping decisions. We help brands understand how AI interprets and represents them at the moment of discovery and how that understanding compounds over time. By revealing emerging patterns before assumptions harden into belief, we give leaders foresight into what is taking shape and the ability to act early. This is not just monitoring. It’s predictive intelligence designed for an AI-mediated world. As AI increasingly defines what people see, trust, and choose, Emberos serves as a grounding force for truth by bringing clarity to how meaning forms today and how it evolves tomorrow. We’re a small, fast-moving team building something foundational, and we’re looking for people who want to shape what comes next. THE ROLE We're looking for an Account Executive to own new business at Emberos, from first conversation to signed contract. This is a founding sales hire, which means you'll be building the traction, not inheriting it. You'll work closely with executive leadership on early deals, define what the Emberos sales process looks like, and set the foundation for how we sell as the team scales. This is a consultative, category-creation sale. You're creating urgency around a challenge most of our client executives don't yet have language for rather than selling into an existing budget line. The right person knows how to open a conversation with a CMO about brand risk, run discovery that reframes how they think about AI, and close complex enterprise deals that require internal champions and multi-stakeholder buy-in. The pipeline is yours to build. This team member will be based in Los Angeles. WHAT YOU'LL DO Own the full sales cycle - Bring in and activate an existing book of business; you should be able to open doors on day one with relationships you've already built in addition to prospecting, qualifying, and closing new business - Run discovery calls that help prospects understand their AI visibility risk: their Share-of-Prompt score, where they're losing ground to competitors, and what it's costing them - Deliver compelling demos of the Emberos platform: Scout's [Upgrade to PRO to see link] monitoring data, Pilot's [Upgrade to PRO to see link] Pack predictions, Flow's [Upgrade to PRO to see link] automated execution, and translate technical capability into business outcomes - Build and manage a pipeline using a combination of outbound prospecting, executive partnerships, events, and referrals - Navigate complex, multi-stakeholder enterprise deals through procurement, legal, and budget approval cycles - Own the handoff to Customer Success, ensuring every new client enters onboarding with clear success metrics and aligned expectations Build the sales function - Work directly with the CEO and Partnerships team on early strategic accounts and design partner conversations - Develop and refine the sales playbook: discovery framework, objection handling, competitive positioning, and ROI narrative - Feed market intelligence back to Product and Marketing: what objections come up, what resonates, what the market is ready to hear - Help define the ICP (ideal customer profile), target account list, and the criteria that separate a strong prospect from a weak one Become a category expert - Develop deep fluency in AI visibility: Share-of-Prompt, Brand Ownership, Category Dominance, Intent Expansion, and how Emberos' Brand Knowledge Graph creates a compounding competitive advantage for clients - Be able to walk a CMO through what it means that their brand has a certain Share-of-Prompt percentage while competitors are at higher range, and why that gap is accelerating - Stay sharp on the competitive landscape and the broader AI/search transformation, so every conversation reinforces why acting now, not in 12 months, is what separates the market leaders from the rest MUST-HAVE EXPERIENCE - 4+ years of B2B sales experience, with a track record of closing complex, high-value deals in SaaS, MarTech, AdTech, or an adjacent technology category - Proven ability to run consultative, solution-oriented sales cycles: you sell outcomes and features - Experience selling into marketing, brand, or digital leadership (CMOs, VPs of Marketing, Brand Directors, Heads of Digital) - Comfortable selling a new category or creating urgency around a problem that isn't yet on a prospect's radar - Strong discovery skills: you ask questions that change how a prospect thinks, not just questions that qualify a budget - Demonstrated ability to build pipeline independently, not just work inbound leads - Excellent written and verbal communication; you can run an executive-level meeting and write a sharp follow-up that moves a deal forward NICE TO HAVE - Experience in MarTech, AdTech, digital advertising, or programmatic - Familiarity with AI, data platforms, or analytics products - Experience at an early-stage startup where you helped define and build the sales motion - Background selling to agencies (holding companies, independents) or working within agency relationships - Understanding of SEO, content marketing, or brand intelligence: you understand the category Emberos is replacing - Existing relationships with senior marketing decision-makers at enterprise brands or agencies WHAT THIS ROLE IS NOT - A role for someone who needs an established playbook, a full inbound pipeline, or a large SDR team underneath them - An order-taking or relationship-maintenance position - A slow-moving, heavily siloed enterprise environment - A role for someone who sells on discounting rather than value WHO THRIVES HERE You've sold something difficult before: something that required you to create the category in the room, not just pitch a product the buyer already wanted. You know how to build a business case from scratch, find the internal champion, and navigate the long enterprise procurement cycle without losing momentum. You're not waiting for leads to come to you. You think about pipeline as something you build deliberately through outreach, through relationships, through showing up at the right events and following up better than anyone else in the room. You're intellectually curious about what you're selling. You'll go deep on AI visibility because you find it genuinely interesting, and that conviction comes through in every conversation. You know the difference between a demo that educates and a demo that closes, and you know which one to run when. You want to be in early. You understand that being one of the the first AE's at a category-defining company with real product, customers, and urgency in the market is a different kind of opportunity than joining a scaled sales org with a script and an enterprise instance already full of leads. Emberos is an equal opportunity employer committed to a diverse, equitable and inclusive work environment; dedicated to providing equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, creed, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, and veteran status.