Enterprise Account Executive

Echelon AI · Full-time · In-person - San Francisco

Echelon AI builds autonomous AI agents that implement and modernize enterprise ServiceNow configurations, from CMDB alignment to catalog maintenance, greenfield deployment to replatforming.

We're a seed-stage company backed by Bain Capital Ventures, working with enterprise customers including United Healthcare/Optum, ASICS, Fox, HubSpot, and Alera Group. We're building the AI-native future of ServiceNow delivery — with more enterprise platforms on the roadmap!

The Role

We're looking for an Enterprise Account Executive with a self-starter mindset and a builder's mentality to join our GTM team. You'll own the full cycle for our largest accounts, help sharpen how we sell into the ServiceNow ecosystem, and bring customer signal back into our product roadmap.
You'll be selling to a sophisticated buyer: enterprise platform owners, ITSM and CSM leaders, and the global SIs and partners who deliver on their behalf. The pain is quantifiable, the proof points are already in the room, and the category is still being written.
In this role, you will

• Own the full sales cycle for enterprise accounts, from self-sourced pipeline and qualification through negotiation, close, and expansion

• Generate pipeline from ICP accounts via value-driven outbound, and build co-sell motion with ServiceNow AEs and the partner ecosystem

• Partner with Solutions Engineering, Product, and Marketing to run technical evaluations and land successful deployments

• Build relationships with senior stakeholders — CIOs, VPs of IT, platform owners, and partner practice leads — and tie every deal to measurable ROI

• Leverage our founding team and ex-Moveworks AI leadership to accelerate cycles and secure executive buy-in

• Contribute to how we engage, price, and close in a category that doesn't have an established playbook yet

• Bring customer signal back into product and roadmap decisions

Your background looks something like this

• 4+ years as a top-performing Account Executive with a consistent track record against quota

• Experience with complex, multi-stakeholder solution sales and closing six- to seven-figure deals

• Consistent performance against net-new pipeline generation targets

Even better if you have

• Experience selling into the ServiceNow ecosystem, or selling ITSM, ITOM, or enterprise platform software

• Experience selling AI or agentic products to technical enterprise buyers

• Experience as an early sales hire at a fast-growing startup

Why Echelon is the right move

• Proof, not promises: You'll sell against outcomes customers have already measured in hours and months saved.

• Category creation: Help define how enterprises buy autonomous delivery, not just software.

• Founding-team access: Work directly with founders and ex-Moveworks AI leaders on strategic deals.

• Ecosystem tailwind: ServiceNow is one of the fastest-growing enterprise platforms, and we're building natively inside it.

Compensation & logistics

• Competitive, fair-market compensation based on your experience and location

• Eligible for meaningful early-stage equity

• Medical, dental, and vision coverage for you and your dependents

• In-person in San Francisco, with travel to customer and partner sites covered by Echelon

• Daily lunch in the office

How we hire (fast and human)

1. Intro call with the team (30 minutes)

2. Deep-dive on your sales experience, plus a working session on a live account

3. Meet our founders to learn about the vision and the strategic accounts ahead

4. Decision, typically within two weeks of first contact