Account Executive, SMB
About AirOps
AirOps helps brands get found and stay found in the AI era. As the first end-to-end content engineering platform, we give marketing teams the systems to win visibility across traditional and AI search with one durable advantage: quality.
Thousands of marketers use AirOps to see how their brand shows up across the new discovery landscape, prioritize the highest-impact opportunities, and create accurate, on-brand content that earns citations from AI platforms and trust from humans. We are building the platform and profession that will equip a million marketers to lead the next chapter of marketing, where creativity and intelligent systems work together and quality becomes the strategy that lasts.
AirOps is backed by Greylock, Unusual Ventures, Wing VC, Founder Collective, XFund, Village Global, Alt Capital, and more than a dozen top marketing leaders, with hubs 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
Extreme Ownership
Quality
Curiosity and Play
Make Our Customers Heroes
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!
