Account Executive, SMB

About AirOps

AirOps is the first end-to-end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI-driven platforms, we help brands get found—and stay found. We are currently in a phase of hyper-growth, having 5x’d our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage.

Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York and Montevideo.

About the Role

We're looking for an SMB Account Executive who combines technical knowledge with sales ambition to drive AirOps' growth within the startup and SMB ecosystem. This is a product-led sales role where you'll leverage your technical background to demonstrate value, close deals, and help startups transform their content operations with AI.

You'll own the full sales cycle for SMB accounts, working with startup founders, growth teams, and marketing leaders. Your technical experience will be your superpower – enabling you to build compelling demos, troubleshoot implementations, and speak credibly about AI solutions while driving revenue.

Who You Might Be

In addition to technical AEs, we're open-minded to looking at someone with one of these backgrounds who wants to transition into sales:

Path 1: Technical Support → Sales

• You've spent 1-3 years in technical support or customer success at a SaaS company

• You understand how to diagnose problems and guide customers to solutions

• You're tired of being reactive and want to proactively drive revenue

• You've seen what good and bad sales reps do, and you know you can do better

Path 2: Engineer → Sales

• You've been a software engineer or solutions engineer for 1-3 years

• You enjoy the problem-solving aspect but crave more human interaction

• You find yourself naturally explaining technical concepts to non-technical people

• You want to directly impact business growth rather than just building features

Path 3: Technical SDR/BDR → Closing Role

• You've been a technical SDR/BDR at a low-code or AI company

• You understand developer tools and can speak to technical audiences

• You're ready to own the full sales cycle, not just the top of funnel

• You've been studying your AEs and know you're ready for the next step

Key Responsibilities

• Own the entire SMB sales cycle from prospecting to close, focusing on startups and high-growth companies

• Build and deliver technical demos that showcase AirOps solving real customer problems

• Collaborate with product and engineering to communicate customer needs and improve the product

• Develop expertise in AI/LLM use cases for content and marketing teams

• Run product-led sales motions including free trial conversions and expansion opportunities
  

What You'll Need

Must-Haves:

• Technical background through support, engineering, or technical sales experience

• Genuine interest in AI and ability to learn new technical concepts quickly

• Basic understanding of LLMs and prompt engineering

• Strong communication skills - you can explain complex ideas simply

• Comfort with ambiguity - the only constant is change

• Builder mentality - you'll become proficient building with AirOps (if you’re not already!) and you’ll build process around the role

• Located in SF or NYC - this is an in-person role with real collaboration

Nice-to-Haves:

• Experience at an early-stage startup (Series A or earlier)

• Familiarity with marketing/content tech stack

• Previous experience with product-led growth companies
  

Why This Role is Special:

• Technical Sales is the Future: As software becomes more complex, technical sellers win

• Ground Floor Opportunity: Be one of the first AEs and help build the sales org

• Rapid Career Growth: We promote internally before looking externally

• Real Product-Market Fit: You'll be selling something customers actually want

• Learn from the Best: Direct access to founders and senior leadership

Our Guiding Principles

1. Extreme Ownership

2. Quality

3. Curiosity and Play

4. Make Our Customers Heroes

5. Respectful Candor

Benefits

• Equity in a fast-growing startup

• Competitive benefits package tailored to your location

• Flexible time off policy

• Parental Leave

• A fun-loving and (just a bit) nerdy team that loves to move fast!