Account Executive, Silicon Valley at Fundamental

ABOUT FUNDAMENTAL Fundamental is an AI company pioneering the future of enterprise decision-making. Founded by DeepMind alumni, Fundamental has developed NEXUS – the world's most powerful Large Tabular Model (LTM) – purpose-built for the structured records that actually drive enterprise decisions. Backed by world class investors and trusted by Fortune 100 companies, Fundamental unlocks trillions of dollars of value by giving businesses the Power to Predict. At Fundamental, you'll work on unprecedented technical challenges in foundation model development and build technology that transforms how the world's largest companies make decisions. This is your opportunity to be part of a category-defining company from the ground-up. Join the team defining the future of enterprise AI. ABOUT THE ROLE Location: San Francisco, CA (in-office, 4+ days/week) Reports to: Chief Revenue Officer Compensation: Competitive base + uncapped commission; equity participation The Opportunity This role is for someone who has spent meaningful time selling AI infrastructure, data platforms, or developer tools into the largest technology companies and who understands how to navigate buyers who are themselves builders. The buyers in this segment will not be sold to in the traditional sense; they will evaluate, benchmark, and decide. Your job is to make sure Fundamental wins those evaluations and converts the wins into meaningful commercial relationships. What You'll Own - A named-account list of 15–20 large enterprise technology companies headquartered or with primary operations in the Bay Area, Seattle, and the broader West Coast technology corridor. - Full-cycle ownership from first meeting through contract close, expansion, and renewal. - Executive relationship development at the CTO, VP of AI/ML, Chief Data Officer, and product leadership levels — recognizing that the most important relationships in this segment are with senior technical builders, not with traditional buyers. - Pipeline generation through advisor introductions, AWS and other cloud co-sell motions, the Bay Area founder and operator network, and direct outbound to technical buyers. - Deal architecture across enterprise platform commitments, embedded use cases (where Fundamental is integrated into the customer's own product), and partnership-style commercial structures. - Working in lockstep with our applied AI engineering team — these buyers will scrutinize technical depth, and the relationship between AE and AI engineer is the single most important determinant of win rate in this segment. - Acting as a feedback channel from the most demanding buyers in our market back into product, research, and engineering. What We're Looking For - 8+ years of enterprise software sales experience, with at least 4 years selling AI infrastructure, data platforms, developer tools, or comparable technical products into large technology companies. - A documented track record of closing six- and seven-figure deals into Bay Area technology accounts. We will reference-check this. - Existing executive-level relationships at multiple large enterprise technology companies - hyperscalers, platform incumbents, modern data stack leaders, and / or marquee enterprise SaaS companies. - Genuine technical fluency. Enterprise technology buyers will not move past a first conversation with an AE who cannot hold their own on model architecture, training infrastructure, deployment patterns, and benchmarking. You don't need to be an ML engineer; you do need to be the AE that engineers actually want to work with. - Comfort co-selling with technical resources and a strong working relationship with applied AI engineering colleagues. - San Francisco-based or willing to relocate. This role does not work remotely. BENEFITS - Competitive compensation with salary and equity - Comprehensive health coverage, including medical, dental, vision, and 401K - Paid parental leave for all new parents, inclusive of adoptive and surrogate journeys - Relocation support for employees moving to join the team in one of our office locations - A mission-driven, low-ego culture that values diversity of thought, ownership, and bias toward action