Founding Enterprise Account Executive
Fermat Commerce
Salary undisclosed
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Description
FERMÀT is the leading commerce AI platform that partners with the world's largest brands to deliver dynamic, personalized shopping experiences. Our technology powers the customer journeys behind enterprises like GNC, Backcountry, and Glossier and allows them to deliver best-in-class shopper engagement and conversion while enabling them to stay on the cutting edge of what's possible in agentic commerce.
We're backed by VMG, Bain Capital Ventures, Greylock, and QED, and have been named The Information's #1 commerce startup. We're a 50 person team based in SF, NYC, and Bangalore — come build the infrastructure of the future of commerce with us!
FERMÀT is an AI-powered commerce platform. We moved from SMB to enterprise nine months ago and have been signing major logos fast. Demand for what we're building right now is greater than we can handle.
This is our founding enterprise sales hire. You'd spend your days in a room with our President and our founder/CEO, strategizing how to land multimillion-dollar accounts — and you'd be part of figuring out what this market actually wants and how we meet it. Everything you work on will be among the most important things happening at the company, and your wins get named at every town hall.
What You'll Do:
- Build deal strategy alongside our President and CEO on multimillion-dollar enterprise accounts — then carry it forward: multi-threading the account, building the ROI case, managing security review and procurement, and keeping a 4–6 month cycle moving across a dozen stakeholders.
- Run deep, consultative discovery sessions with enterprise buyers to uncover real AI transformation opportunities, and map FERMÀT's platform to a compelling business case.
- Partner closely with our Forward Deployed team to scope and deliver technical POCs that convert to long-term contracts.
- Help shape how we sell in a category that's still being defined — positioning, pricing, packaging. You'll have the full support of an experienced executive team, and real influence over the answers.
- Build and manage a disciplined pipeline — you know where every deal stands, what needs to move, and what the path to close looks like.
- Build our enterprise playbook as the founding salesperson. What works for you becomes the standard for the team we build behind you.
Who You Are:
- A consultative enterprise seller who leads with insight, not features. You open with your buyer's business problem, not a slide deck.
- Someone who has closed complex, multi-stakeholder enterprise deals and knows what it takes to build internal champions and see a deal through to the end.
- Operationally rigorous. You know that 90% of closing a multimillion-dollar deal is keeping the ball moving and getting every stakeholder aligned — and that this is what enterprise sales actually is.
- Comfortable operating at the intersection of sales, product, and engineering — you stay in the deal through delivery and make sure the customer sees value.
- High-agency and self-directed. You'd rather define the process than inherit one.
- Genuinely excited about AI — you stay current on what's changing and can hold a credible, informed conversation with a senior buyer about where the industry is heading.
Skills to Know:
- 5–8 years of enterprise sales experience, with a proven track record of closing complex, multi-stakeholder deals at large enterprises.
- Strong discovery instincts — you ask the right questions, listen carefully, and can turn a messy client situation into a clear solution narrative.
- Comfortable in technical conversations without being an engineer. You don't need to write the code, but you do need to credibly speak to what you're selling.
- Experience navigating long sales cycles with multiple stakeholders — you know how to keep momentum, manage a champion, and close.
- San Francisco-based, or willing to relocate.
Benefits:
- Compensation: $320–400k OTE (base + commission)
- Comprehensive health, dental, and vision insurance for you and all your dependents
- 401(k) plan with 4% matching
- 4 months of paid parental leave
- Unlimited PTO policy (with minimum 5 days PTO / quarter!)
- $15k lifetime fertility benefit
- Monthly wellness stipend
- Daily lunch in-office
Benefits
- vision insurance
- 401(k)
- paid time off
- parental leave
- wellness program
About this role
FERMÀT is hiring an Enterprise Account Executive to drive new business in commerce AI—a space where the company has already earned recognition as The Information's #1 commerce startup. You'd own the full sales cycle for enterprise deals, working with large brands to implement AI-driven shopping experiences. This means running discovery conversations that uncover real transformation opportunities, collaborating with FERMÀT's Forward Deployed Engineering team to build technical proofs of concept, and navigating complex multi-stakeholder deals that typically span four to six months. You'll be expected to build and manage your own pipeline while helping shape how the company scales its enterprise go-to-market approach.
The role demands someone with 5–8 years of proven enterprise sales experience who has closed complex deals at scale. You need strong discovery instincts, the ability to speak credibly about technical solutions without being an engineer, and genuine fluency in AI trends so you can engage senior buyers at their level. This is high-agency work—you build your pipeline, run your process, and own your number. The company values consultative sellers who lead with insight into the buyer's business problem rather than feature pitches, and who stay engaged through delivery to ensure customers realize value.
The position is based in San Francisco and requires in-office presence. It's a contract role with OTE of $320–400k (base plus commission), comprehensive health benefits, 4% 401(k) matching, four months paid parental leave, and unlimited PTO with a five-day quarterly minimum.
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