Account Executive - Startups
About DevRev
At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.
About the role
We are a unique SaaS revenue organization designed to support a rapidly scaling technology startup, driven by a hybrid model of product-led growth (PLG) and sales-led growth (SLG). As an Account Executive focused on the Startup segment, you’ll be at the intersection of product-led growth (PLG) and sales-led growth (SLG), working directly with early-stage companies and the broader VC ecosystem to drive adoption of DevRev.
This role isn’t just about closing logos, it’s about crafting GTM motion, evangelizing DevRev within the startup world, and owning full-funnel execution. You’ll work closely with cross-functional teams (marketing, product, ecosystem, and growth) to bring the right stories to the right founders at the right time.
We’re looking for a strategic seller with a builder mindset, capable of balancing outbound energy with thoughtful ecosystem execution.
Responsibilities
- Own the end-to-end sales cycle for startups across North American markets from discovery to close, with a strong focus on net new logo acquisition.
- Help define and refine GTM playbooks for startup sales - integrating ecosystem engagement, product-led signals, and scalable outbound.
- Drive pipeline generation through ecosystem channels, events, targeted outbound, and collaboration with marketing.
- Collaborate with marketing and product to tailor messaging, positioning, and campaigns that resonate with early-stage technical buyers and founders.
- Use product signals, usage data, and experimentation to prioritize high-intent accounts and expand usage within early customers.
- Maintain accurate pipeline and forecasting using CRM tools, while working closely with SDRs and growth teams.
- Provide feedback loops to product and GTM teams based on startup needs, trends, and market patterns.
Requirements
- 5+ years of experience in B2B SaaS sales, with direct ownership of pipeline and revenue goals.
- Strong Communication (English & Spanish)
- Track record of closing deals in the startup or SMB segment ideally with exposure to PLG environments.
- Knowledge of the VC/startup ecosystem (accelerators, venture firms, founders, etc.).
- Comfortable owning early-stage deals that require discovery, education, and co-creation of use cases.
- Familiarity with modern AI SaaS stacks, CRM workflows, and tools.
- Strong storytelling and communication skills. You should be able to translate product value into strategic outcomes for founders and operators.
- High adaptability, self-starter energy, and willingness to thrive in a fast-moving, evolving organization
DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.