Why This Job is Featured on The SaaS Jobs
This Founding Account Executive role stands out in SaaS because it sits at the commercial front line of an AI-driven cloud observability platform selling into modern infrastructure stacks like Kubernetes and telemetry tooling. In the broader ecosystem, observability is a crowded and technically discerning category, which makes early go-to-market work especially consequential for how a product earns trust with engineering-led buyers.
For a SaaS sales career, founding AE seats tend to build durable skills around shaping early pipeline, refining messaging from real prospect feedback, and learning how technical products translate into measurable outcomes. Exposure to deals that involve platform evaluation and stakeholder alignment across engineering and leadership can strengthen discovery, qualification, and value articulation patterns that transfer well across developer tooling and other deep tech SaaS segments.
This role is best suited to someone who prefers in-person collaboration and wants direct ownership over relationships from first conversation through close. It will fit a seller who is comfortable learning a complex domain, using CRM and sales tools with discipline, and iterating based on what prospects respond to. It also aligns with professionals who want their work to influence early sales motion rather than inherit a fully standardized process.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About Us
Middleware is an AI-driven cloud observability platform that helps engineering teams detect, diagnose, and automatically fix issues across Kubernetes, logs, traces, metrics, and more. With our Ops AI Agentic Mode, teams enjoy true autopilot observability—less noise, faster fixes, and smoother workflows. We’re on a mission to make infrastructure truly self-healing, and we’d love for you to be part of it!
About The Role
We’re looking for a full-time, on-site Account Executive in San Francisco. You’ll help us grow by building relationships, identifying new opportunities, sharing the magic of Middleware with prospects, and guiding them through the sales journey. You’ll collaborate with a fun, supportive team and play a key role in helping customers succeed.
What You Bring
- Proven sales experience (SaaS/ deep tech is a big plus)
- Strong communication, presentation, and negotiation skills
- A talent for building trusted client relationships
- Familiarity with CRMs and sales tools
- Bonus: understanding of AI, cloud, and observability
- Driven, positive, and ready to hit your goals
- A team-first attitude and comfort in a fast-paced environment
- If you’re excited about shaping the future of AI-driven observability, we’d love to meet you! 🚀
