Enterprise Account Executive - AI Platform (B2B Saas/Restaurant Tech Vertical)

COMPANY OVERVIEW Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. COMPANY OPERATING RHYTHM At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. THE OPPORTUNITY: This is not a typical vertical SaaS role. You will be selling Deepgram’s voice AI infrastructure into restaurant technology platforms (think Toast, Olo, DoorDash, POS/ordering systems) — the companies powering how restaurants operate at scale. Your job is to land and expand strategic platform accounts, embedding Deepgram as the voice layer across their products. This is a true enterprise hunting role: greenfield, high-ownership, and high impact. LOCATION We either want you based in San Francisco, where many of our customers and partners are located. Being close to them helps us move quickly and stay connected to their needs. OR, Remote with the ability to travel! WHAT YOU’LL DO Build a new platform motion - Identify and break into restaurant technology companies (B2B SaaS / ISVs) - Create pipeline from scratch — no reliance on inbound Close complex enterprise deals - Run full-cycle sales with product, engineering, and executive stakeholders - Own discovery → POC → negotiation → close Sell technical infrastructure - Engage with VP Product, Engineering, and CTO-level buyers - Position Deepgram as a core layer in their product stack (not a point solution) Land and expand - Initial deals may start $50K–$150K ACV, with clear path to 7-figure expansions - Build long-term platform relationships IT’S IMPORTANT TO US THAT YOU HAVE - Deal obsession - Deep personal satisfaction from closing complex deals, beating timelines, and winning competitive situations - Strong ownership mentality — you don’t wait on deals, you drive them forward Proven enterprise closer - Demonstrated track record of closing large, complex enterprise SaaS deals ($50K–$250K+ ACV and up) - Experience running full-cycle sales motions from outbound → discovery → POC/trial → close Platform / technical sales experience - Experience selling into B2B SaaS companies, ISVs, or platform businesses (not just end customers) - Comfortable selling technical products (API, infrastructure, AI, or developer-focused solutions) Executive presence - Comfortable engaging VP Product, Engineering, CTO, and CXO stakeholders as a trusted, business-first partner - Able to translate technical value into clear business outcomes Stakeholder navigation - Experience managing complex deal cycles across product, engineering, legal, procurement, and executive teams - Able to multi-thread effectively without losing control of the deal High slope / builder mindset - Learns quickly, adapts in ambiguity, and operates effectively without heavy structure or enablement - Thrives in early-stage, evolving GTM environments where you’re expected to build, not inherit IT WOULD BE GREAT IF YOU HAD - Experience selling AI, voice, or developer/platform infrastructure products - Experience selling into restaurant technology companies or adjacent verticals (POS, ordering, delivery platforms) BENEFITS & PERKS* HOLISTIC HEALTH - Medical, dental, vision benefits - Annual wellness stipend - Mental health support - Life, STD, LTD Income Insurance Plans WORK/LIFE BLEND - Unlimited PTO - Generous paid parental leave - Flexible schedule - 12 Paid US company holidays - Quarterly personal productivity stipend - One-time stipend for home office upgrades - 401(k) plan with company match - Tax Savings Programs CONTINUOUS LEARNING - Learning / Education stipend - Participation in talks and conferences - Employee Resource Groups - AI enablement workshops / sessions *For candidates outside of the US, we use an Employer of Record model in many countries, which means benefits are administered locally and governed by country-specific regulations. Because of this, benefits will differ by region — in some cases international employees receive benefits US employees do not, and vice versa. As we scale, we will continue to evaluate where we can create more alignment, but a 1:1 global benefits structure is not always legally or operationally possible. Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $215M in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you! Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. We are happy to provide accommodations for applicants who need them.