Founding Account Executive

About Infilla

Infilla is making permitting unremarkable. The US is short 4–7 million homes, and the permit process is among the slowest parts of building them. We spent thousands of hours with hundreds of staff and applicants across 50+ municipalities before a line of code was written. We're building toward an agentic system that fundamentally changes how local government works, starting with permitting.

We've raised $5M from top-tier investors, we're profitable, and we have more customer demand than we can keep up with. Our customers include San Francisco, New York City, Sonoma County, and the State of Delaware.

Why This Role Matters Now

Infilla is at an inflection point. Our early customers are positioned for long-term success. We’re moving from early adopters to multi-year municipal partnerships and transitioning from founder-led sales to a repeatable enterprise motion.

You're building the motion, not inheriting it. No handed-down playbook, no SDR queue. You own pipeline development, deal strategy, and close frameworks from scratch — alongside a CEO who's been doing it. This is not a plug-and-play sales role. How you structure pipeline discipline, stakeholder mapping, deal review, and close strategy will define how Infilla scales.

Real-world stakes. The deals you close translate directly into homes getting permitted faster.

A durable business, not a hype cycle. We're profitable with zero customer churn and contracts that expand every year.

You'll operate at the highest level. Community development directors, mayors, city managers, state agency heads. These are the conversations you'll own.

What You’ll Do

You’ll be working alongside and reporting to the CEO to:

• Own the full sales cycle end-to-end with clear accountability for pipeline, deal strategy, and forecast accuracy.

• Build deep trust inside governments. Navigate department directors, IT leaders, procurement teams, and elected stakeholders in politically complex environments.

• Run structured discovery that surfaces the operational, budgetary, and stakeholder constraints and needs.

• Multi-thread deliberately. Build internal and external champions, reduce single-threaded risk, and map the political dynamics that determine whether deals move or stall.

• Develop and execute close plans that account for procurement processes, compliance requirements, budget cycles, and council approvals.

• Shape Infilla's go-to-market motion. Establish pipeline discipline, deal review cadence, and repeatable frameworks that outlast any single deal.

• Use AI to move faster. Research, proposal drafting, deal analysis, etc.

Your First 90 Days and Beyond

• Month 1 - Understand: Deep dive into product, ICP, procurement pathways, and competitive landscape. Shadow founder-led deals and identify close patterns and friction points. Map priority regions, budget cycles, and political dynamics.

• Month 2 - Walk: Advance several real opportunities into structured, multi-threaded deal paths. Surface political, budgetary, and procurement blockers. Test and refine messaging against live objections. Build defined close plans with explicit next steps.

• Month 3 - Run: Start to fill pipeline independent of founder-sourced leds. Formalize repeatable discovery, stakeholder mapping, and close frameworks. Document common objections and begin codifying the Sales Playbook with the CEO.

• What success looks like in year one: At least 3-5 reference-able lighthouse accounts. Predictable 3-4x qualified pipeline coverage. A documented enterprise sales motion that a second AE could run.

What's Hard About This Role

• Sales cycles are long and political. Budgets, council approvals, and procurement can stall or derail deals late in the process

• There is no mature sales engine. You're building pipeline discipline and close strategy while carrying quota.

• Reputation matters. One strong win unlocks a market, one misstep can close doors.

Our Values

• Ideas > Hierarchy — Best idea wins. Be intellectually honest.

• Kind > Nice — Share clear, helpful feedback often. Voice concerns. Listen.

• Courage > Comfort — Do the right thing, even when hard.

• Hours > Weeks — Solve it now, not "eventually."

• Fix > Flag — See a problem, own it, and fix it.

Qualifications

This is a remote position with travel to customer sites as needed. You must have authorization to work in the US without visa sponsorship.

• 3+ years of enterprise SaaS sales with full-cycle ownership and consistent performance against quota. You are used to “eating what you kill” and are not reliant on SDRs or BDRs to feed you deals.

• Have demonstrated success closing complex, multi-stakeholder deals ($50K+ ACV) with senior stakeholder involvement.

• Have navigated complex procurement in regulated or public-sector industries

• Bonus: direct experience with public sector customers, have closed multi-year contracts in regulated industries, former founder, or early AE experience at a startup.

Research shows women and minorities are more likely to self-select out when they don't meet every requirement. We hire for strengths and potential, not a perfect resume fit.

Compensation & Benefits

Base salary of $100K–$150K (depending on experience) with an OTE of $180K–$250K, uncapped commission, and meaningful equity.

We also offer health/dental/vision insurance via Thatch, a 401(k) via Guideline, and 26 days of PTO including federal holidays.

Interview Process

We aim to make this happen in 1-2 weeks:

1. Initial Conversation (30 min) — Meet with our Chief of Staff to learn more about Infilla

2. Behavioral Interview (60 min) — Meet with the founder and sales advisor to talk through your past experiences and approach to common government sales challenges

3. Written Sample — Share a piece of sales collateral you've built from scratch in a previous role. This could be an email, a one-pager, a playbook, or anything else you're proud of.

4. Demo Roleplay (45 min) — Do a short roleplay of a discovery call on a product you sell today. After, write a post-demo follow up email.

5. Reference Checks — We talk with 3-5 colleagues whom you've worked with in the past.

6. Offer 🎉