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Founding Account Executive
Brooklyn, NY
About Pangram Labs
Pangram Labs is building the future of authenticity. Our mission is to preserve the authenticity of writing: both in the classroom and across the internet. We believe in a future where AI is a valuable tool in our day-to-day lives, while many of AI's potential harms are mitigated by our technology. Pangram is the industry-leading AI detection model. A highly technical team led by industry ML and AI researchers, we prioritize excellence above all. We provide tools for educational institutions to protect academic integrity, and our model powers internet platforms to help them keep their user-generated content high-quality and human-authored.
Job Description
We're looking for a high-performing Account Executive to drive growth across universities and enterprise accounts. You'll own the end-to-end sales process, from outbound to close, and thrive in an early-stage, high-velocity environment where you help shape the sales playbook. This is a 100% in-person role in New York City.
Responsibilities
- Build, manage, and close a pipeline of 5-6-figure ACV deals across education and enterprise.
- Own the full sales cycle: discovery, tailored demos, pilots/POCs with measurable success criteria, business case creation, and negotiation to close.
- Navigate enterprise procurement, security, and legal with support from our team.
- Forecast accurately; maintain CRM hygiene; help codify repeatable sales motions.
- Translate buyer feedback into insights for Product, Engineering, and Marketing.
- Represent Pangram at conferences (3-5 per year).
Requirements
- 3-5 years of B2B sales experience with a proven record of closing new business (mid-market/enterprise).
- Excellence in discovery, storytelling, and negotiation; strong written and verbal communication.
- Comfort building your own pipeline and working autonomously in an early-stage setting.
- Ability to thrive in early-stage environments and create structure as you go.
Preferred Qualifications
- Experience as a founding AE at an early-stage startup
- Experience with HubSpot
- Experience selling in EdTech or Trust and Safety
- Familiarity with longer-term pilots that include success metrics
Benefits
- 20 days PTO, unlimited sick days
- Health insurance reimbursement
- Weekly team lunches
Compensation
- OTE Cash Compensation: $150,000 - $200,000 (50/50 base salary / variable pay)
- Significant equity compensation
Contact careers@pangram.com if interested!
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