Founding AE

Fastino Labs • Full-time • Palo Alto, CA, US • 3h ago

Founding Account Executive

Full-time | Hybrid or Remote | Reports to Founders

Introduction:

Join us at Fastino as we build the next generation of LLMs and agentic systems. Our team, boasting alumni from Google Research, Apple, Stanford, and Cambridge is on a mission to develop specialized, efficient AI.
Fastino has raised $25M (as featured in TechCrunch) through our seed round and is backed by leading investors including Microsoft, Khosla Ventures, Insight Partners, Github CEO Thomas Dohmke, Docker CEO Scott Johnston, and others.
As the Founding Account Executive, you will be one of the first GTM hires at Fastino and will play a critical role in shaping our early revenue motion. You will operate as a hands-on IC, working closely with the founders to close early customers, refine messaging, and help establish the foundations of a scalable sales motion.

What You’ll Own:

Full-Cycle Sales Execution: Own the entire sales process end-to-end: outbound prospecting, qualification, demos, proof-of-concepts, negotiation, and closing. You will operate as a quota-carrying IC alongside the founders in the early stages.
Pipeline Generation & Outbound Motion: Work with the Fastino marketing lead and own pipeline creation using a modern GTM tool stack (e.g., Clay, Apollo, Gong, HubSpot, Zapier, Notion). Build highly targeted outbound campaigns with agentic, automated workflows.
Customer Discovery Assessment: Work directly with customers to understand their workflows, pain points, and success metrics - and collaborate with Fastino’s engineering team to translate those insights into Fastino’s product roadmap.
Onboarding & Customer Success: Shepherd early customers through onboarding and activation, ensuring they get value fast. Build repeatable customer journeys that reduce time-to-value and improve retention.
Channel Strategy: work with founders to manage sales channels (cloud providers, hyperscalers) and additional acquisition levers - outbound, partnerships, events, community, etc.
Operational Excellence: Set up first class GTM systems: CRM workflows, automation, dashboards, forecasting, and reporting. Ensure operational excellence in every customer interaction.
Future Leadership Path: As the company scales, this role may grow into sales leadership position, with opportunities to mentor new hires and help shape the broader GTM organization.

What We’re Looking For

5-8 years in B2B SaaS or AI go-to-market roles, including carrying a quota and closing meaningful deals.
Demonstrated success selling AI, ML, automation, or technical products to startups, scale-ups, mid-market or enterprise buyers.
Strong preference for candidates who enjoy operating as a hands-on IC in early-stage environments.
Experience with PLG-assisted sales motions and building pipeline from scratch.
Strong understanding of LLMs, agentic systems, AI workflows, and the modern AI tooling ecosystem.
Ability to communicate technical concepts clearly to both engineering and business stakeholders.
Comfortable collaborating directly with founders, engineers, and researchers in a fast-moving startup environment.