Founding Account Executive

Join us as a Founding Account Executive and play a pivotal role in driving Orchestra’s growth in the UK and US. You will work directly with Hugo Lu and Ben Booth to run full-cycle sales, refine our GTM motion, and close deals with some of the most forward-thinking data teams in the world. This is an incredible opportunity for someone hungry to sell a technically sophisticated product in a fast-scaling early-stage startup.

What’s Orchestra? Orchestra is an AI and Data infrastructure company. We help Data Teams spend less time doing manual work, firefight ad-hoc requests, and improve scalability and governance for critical workflows. We work with enterprises like Octopus Energy and Experian, and we’re pushing hard into enterprises in the US and UK. Our Customers love us, we partner with folks like Snowflake and Databricks, over 50,000 followers on social media, and growing fast. We’re building out our Go-to-Market engine, hiring across Sales, Business Development, and Go-to-market engineering. We’re about to embark on a massive phase of growth, so this is a huge opportunity for a hungry salesperson with SaaS experience looking to take the next few steps of their career and build something big.

Our Culture Our culture is defined by six key principles:

• High Ownership and Accountability: Turn great ideas into reality and own the outcome. No red tape here, and plenty of tokens.
• Ambition and High Achievement: An exceptionally high bar, held with humility.
• Openness: A flat structure where the best ideas win.
• Transparency: Everyone sees the goals, the plan and the numbers.
• Trust: Responsibility, flexibility and tools in exchange for high standards.

Role Mission As part of our next phase of growth, we’re scaling the sales team and hiring account executives across enterprise and mid-market. You’ll prove out your chops by owning Orchestra’s full cycle sales motion initially, with support from inbound and outbound functions also being scaled. You’ll lead discovery, demos, PoCs, negotiation and close, while helping refine our ICP, sharpen our outbound strategy and build a repeatable sales engine for your territory. You’ll work closely with the founders, data and customer teams at a company early enough for your ideas to shape how we sell, and ambitious enough for your results to shape how fast we grow.

What You’ll Accomplish

• Full-Cycle Sales: Managing the entire sales process from outbound prospecting through qualification, demos, evaluations, and negotiation.
• Pipeline Generation: Building your own pipeline through outbound outreach, events, and partner channels.
• Product Evangelism: Clearly articulating the value of Orchestra, telling our story, and generating excitement with technical and business stakeholders.
• Enterprise Deal Execution: Leading complex sales cycles with enterprise and mid-market accounts.
• Event Motion: Attending and representing Orchestra at online and in-person events around the world, generating pipeline and nurturing relationships.
• Partner Motion: Working with partners across the likes of Snowflake/Databricks ecosystem to identify opportunities and co-sell.
• Foundation for Scale: Laying the groundwork for a repeatable, scalable AE function as we grow.

Exceptional Candidates Have Demonstrated Experience:

• 3+ years of B2B SaaS sales experience, ideally in the data infrastructure or modern data stack ecosystem (AWS, Snowflake, Databricks, etc.)
• Proven track record of consistently hitting or exceeding quota and closing mid-market / enterprise deals.
• Ability to build trust and generate relationships: you are likeable, charismatic, and can forge relationships with senior IT leaders effortlessly and build trust.
• Understanding of data engineering, orchestration, and the modern data stack and an ability to engage credibly with data leaders.
• A hunter mentality with the ability to operate independently in a startup environment.
• Exceptional verbal and written communication skills; you can build rapport quickly and communicate technical concepts simply.

Team perks: Annual Offsite, bi-weekly socials, monthly team lunches, AI Subscriptions, Work from home and client entertaining budget (where applicable), Referral bonuses for hiring, Pension.