Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout Generate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions Craft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close Engage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals Position AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation Drive urgency through business value at every touchpoint, keeping deals moving forward with intent Quarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy