Account Executive

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November 20

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Pinata

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API • Web 3 • SaaS

Pinata is a company offering internet's file API services, enabling developers to add file uploads and retrieval functionalities swiftly, allowing them to focus on application development rather than infrastructure. With features like IPFS storage, key-value database management, and dedicated IPFS gateways, Pinata provides secure and scalable solutions for file management. Trusted by over 600,000 developers, Pinata's power tools aim to remove the complexities involved in content hosting and storage, making application development faster and more efficient. Their services also include analytics, access control, and image optimization, all designed to enhance developer experiences while improving data handling and workflows. Pinata supports app development through streamlined SDKs and templates, offering competitive pricing compared to AWS for developing scalable, IPFS-powered apps.

11 - 50 employees

🔌 API

🌐 Web 3

☁️ SaaS

📋 Description

• Own the full sales cycle: Prospecting, discovery, MEDDPICC-driven qualification, solution design, proposals, and closing. • Engage technical stakeholders: Partner directly with developers and engineering leaders to validate use cases, map integrations, and ensure frictionless adoption of Pinata Enterprise. • Translate technical concepts into business value: Articulate IPFS, APIs, content delivery, integrations, and architecture in a way non-technical executives can understand. • Build and manage a healthy pipeline: Create and execute strategies to land high-value enterprise accounts across gaming, media, marketplaces, and other tech-forward industries. • Drive revenue growth: Consistently meet and exceed quarterly ACV targets through disciplined forecasting and deal execution. • Partner cross-functionally: Work with founders and engineering to refine GTM strategy, messaging, pricing, and enterprise positioning. • Influence product direction: Surface customer insights that help shape features, documentation, and the overall developer experience. • Create scalable sales assets: Develop repeatable playbooks, case studies, qualification frameworks, and technical collateral with the business team.

🎯 Requirements

• Must have • - 3–5+ years of SaaS sales experience in infrastructure, developer tools, API-based products, or adjacent technical markets • - Demonstrated mastery of MEDDPICC (or MEDDICC/MEDDIC) with the ability to qualify complex deals, identify economic buyers, drive compelling events, and maintain accurate forecasting • - Proven track record closing six-figure enterprise deals with both technical and business stakeholders • - Strong technical fluency with confidence in navigating API concepts, integrations, developer workflows, security considerations, and solution architecture • - Consultative sales approach with the ability to understand customer pain points and map Pinata’s value to technical requirements • - Early-stage mindset of resourcefulness, adaptability, and eagerness to help build scalable processes in a fast-moving startup • - Exceptional communication and storytelling skills with the ability to tailor messaging to engineers, executives, and cross-functional partners • Nice to have • - Familiarity with Web3, decentralized storage, or content delivery is a strong plus • - Experience as an early startup hire, founder, or entrepreneur

🏖️ Benefits

• 🌐 Ability to work remotely from anywhere you have work authorization that aligns with team's working hours • 🩺 Health, dental, and vision insurance benefits with generous employer contributions and access to HSA account • 💸401(k) plan with match for eligible U.S. employees after 1 year of tenure, and Retirement Savings Plan for eligible Canadian employees • 🌴 Flexible paid time off • 🧘 Annual wellness stipend • 💻 Annual professional development stipend • 🐣 18 weeks parental leave for full-time, salaried employees, including birth, adoption, or surrogacy • 🏦 Meaningful equity for full-time, salaried employees • 🤩 Opportunity to join us at an early stage where your contributions will make an impact, and you’ll have opportunities to flourish