Careers
Account Executive
One of Sonora's first sales hires. You'll do more than close deals: you'll discover how AI-native customer intelligence should be sold.
About Sonora
Sonora is the revenue platform for post-sales teams. We deploy thousands of AI agents on a customer's book of business, let users build dashboards in plain English, and automate every customer outreach: one system for the work CS, RevOps and CX teams used to spread across 5+ tools.
Legacy customer success platforms take months to implement and still leave teams guessing. Sonora is built on a customer knowledge graph that ingests support tickets, call transcripts, email, Slack and product usage, and onboards customers in days, not quarters.
- Came out of stealth in June 2026 with paying customers, backed by a $3.2M seed from Aspenwood (formerly HWVC), the first investor in MuleSoft.
- First customers signed, on base subscriptions of $25–50k a year.
- On track for $1M+ in ARR by year-end, then a Series A raise.
- You'll walk into active pipeline: multiple design partners and late-stage enterprise and upper-mid-market prospects.
8x
faster QBR prep
Ocrolus
10K+
agent runs per week
Merge
4 hrs
saved per CSM each week, with 65% of low-risk renewals automated
Ivo
About the role
You'll work alongside Andy Carlson, Sonora's Founding Account Executive, and Anton (Co-Founder & CEO) to sharpen our go-to-market motion, identify our ideal customers, and build the repeatable sales process that scales us from 10 to 1,000+ customers.
The job is equal parts selling and learning. Every customer conversation becomes market research. Every deal, won or lost, teaches us something about positioning, pricing or product. You'll take prospects through discovery, uncover the business problems that justify budget, and close deals in weeks while documenting what works so we can replicate it.
This isn't about executing someone else's playbook. Andy has been building it from the ground up since joining as our first AE, and you'll help extend and sharpen it, not inherit something frozen.
What you'll do (and won't)
You will
- Run discovery that makes prospects uncomfortable (in the right way): current-state pain through to future-state outcomes.
- Run a disciplined process on every deal while operating with full autonomy in ambiguity.
- Become our market research arm, feeding what you hear to product, marketing and the founding team.
- Build repeatable patterns from your sales cycles that become our early playbook.
- Close deals in the $25k–100k range with ~2–4 month cycles, selling to CCO and CRO buyers.
- Partner with Andy and Anton on prospect calls, then quickly take the reins.
- Document everything: deal reviews, post-mortems, what worked and why.
You won't
- Start from a blank page. Andy has already built the foundational playbook, assets and outbound infrastructure.
- Get a large supporting team. You'll be scrappy.
- Have a clearly defined territory on day one. You'll help us sharpen the ICP.
- Follow a rigid script. You'll help refine it.
The profile we need
Non-negotiables
- 2–4 years in B2B SaaS sales. Enough reps to have patterns, not so many that you can't be scrappy.
- A track record of 100%+ attainment. We need proof you can execute, with specifics on how you got there.
- Comfort with ambiguity. You've thrived in early-stage (pre-Series B) environments where process didn't exist.
- A process-oriented mindset. You can show us “when we did X, we got Y; when we tweaked it to Z, the outcome changed to W.”
What makes you exceptional
- You've sold to customer success and RevOps, and you know the buyer, their pain and their language.
- You've sold something people didn't know they needed yet: category creation, or a new approach to an old problem.
- You can articulate the business outcomes of technical products, not just the features.
- You've lost deals and can tell us exactly what you learned and what you'd do differently.
- You're genuinely curious. You ask “why” and “so what” until you reach the real pain.
- You geek out on AI/ML applications in B2B.
Why Sonora
- The market timing is right. Customer success platforms are ripe for disruption. Legacy players still need 3–4+ month implementations; we deliver value in 1–2 weeks. AI can finally do what those tools promised: proactive risk detection, real intelligence, automated insight. You'll help define how this category gets sold.
- You'll have real impact. We're 7 people today, growing to 10–20+ by year-end. Your feedback shapes the roadmap directly, and your fingerprints end up on positioning, pricing, partnerships and sales culture.
- The equity is meaningful. Real ownership in a funded startup with a clear path to $100M+ ARR. Our founders have built products used by Fortune 100 companies at Apple, Salesforce and Carta. They know what winning looks like.
- You'll grow fast. In 12 months you'll get more reps, learn more and build more skills than in three years at an established company. You could go from IC to leading a team as we scale. The learning curve is steep, and that's the point.
Compensation
Your variable pay is tied directly to the number we're building toward. We're closing Q4 at $500k in new ARR, which sets the one-year target at $2M. Commission is 15% of what you close.
- Equity: ~0.25%, real ownership in a funded startup.
- Benefits: health and dental through Blue Shield, with access to premier PPO and HSA plans.
Join us before we have all the answers
That's when it's most fun. Send a note and your CV, with the numbers behind your best quarter.