Account Executive, GTM

About this role

Hone builds AI that owns outcomes, not tasks: agentic systems that work towards goals over weeks and months, deploy themselves, and improve over time.

About HoneModels keep getting smarter, but outside of coding most organizations can't absorb that intelligence, and the gap between model capability and the value derived from it keeps widening. The reasons are many, from human incentives to org design, but at the core we think it's a technology problem. Hone builds engines: AI systems that you hand a goal, like "keep the recruiting pipeline healthy." An engine builds itself, maintains its own agents and code, pulls in people when it needs judgment, and learns from every correction. In October 2026, we announced a $60M seed round from Benchmark and Index Ventures. Half our team are former founders: They’ve built companies, shipped products, and chosen Hone as the place to build next. The rest of us come from Cognition, Mercor, Ramp, Jane Street, Decagon, Brex and Harvey

Our customers are building with AI themselves: Cognition, Modal and Lucanet already use Hone, with customer perspectives featured on our website

Our founders have built from research to scale: They researched agents at Stanford, built the core of Devin at Cognition, led enterprise engineering at Mercor, built internal AI platforms, and founded companies that reached over one million users

We measure our work by economic impact: Engines are deployed across revenue, procurement, risk, product and operations, and we judge them by the results they create, not benchmark scores

Our values shape how we work: Own the Outcome, Set the Standard, Win with Class, and Commit to the Racing Line. Read more on our careers page

Read more: Bloomberg, Index Ventures’ investment thesis, and our launch announcement

The RoleYou'll own the full sales cycle at Hone, from finding the right companies to closing agreements that put Engines to work. You'll work with executives and operators to understand their business, identify outcomes an Engine can own, and build a clear case for the value it can create. You'll work directly with the founders and technical team to shape how we sell: which customers to pursue, how to demonstrate the product, how to structure evaluations, and how to turn early wins into a repeatable sales motion. You'll own a revenue target and stay close to the details that move each opportunity forward.

What You'll Work OnPipeline creation: identify target accounts and buyers, develop relevant outreach, and build opportunities through outbound, inbound, referrals and partners

Discovery and qualification: understand the customer’s business objectives, workflows, systems and stakeholders, and establish the urgency, budget and decision process

Product conversations and demos: learn Hone deeply, show what Engines can do, and connect the product to specific work the customer needs done

Business cases and evaluations: quantify the opportunity, agree on success metrics, and work with technical teammates to prove the value of an initial use case

Deal execution: build champions, engage executive sponsors, navigate security and procurement, and negotiate pricing and contracts through close

Customer relationships and expansion: carry commitments and context into the team delivering the work, stay close to results, and identify the next outcomes Hone can own

Sales process and product feedback: maintain an accurate pipeline and forecast, understand why deals win or stall, and bring customer insights back into positioning, pricing and product decisions

RequirementsYou've personally owned a revenue target and closed B2B software deals, with evidence of your results

Time at a fast-growing startup, or equivalent experience building a sales motion from scratch

You can generate your own pipeline and run an opportunity from first conversation through negotiation and close

Strong discovery skills: you can uncover the business problem, understand how work happens today, and identify what would make a customer change

You learn technical products deeply and can explain and demonstrate them confidently to both executives and operators

Strong commercial judgment: you can quantify value, structure an evaluation, negotiate terms and assess deal risk

You can navigate complex buying groups and build relationships across business, technical, security and procurement teams

You run a disciplined process, with clear next steps, thoughtful follow-up and an honest forecast

You use AI tools every day to research accounts, prepare for conversations and automate real parts of your work

You're resourceful, take ownership, and follow through on what you promise

Nice to HaveTechnical background through computer science, engineering or hands-on experience building software

You’ve built with AI agents, APIs or automation tools and can explore technical use cases alongside customers

Experience selling AI, developer tools, data infrastructure or software that changes how a business operates

You've sold an emerging product category where discovery and customer education were central to the sale

You've helped shape early pricing, qualification, sales materials or account strategy

You've founded a company or held a role combining sales with product or operational ownership

How We HireIntro with a co-founder

Sales track record and deal deep dive

Discovery and product conversation exercise

Onsite working session in San Francisco

References

Offer

LogisticsLocation: San Francisco, in person, Sunday to Friday

Compensation: Competitive salary + meaningful equity

Visa: We sponsor visas and support you through the immigration process

Benefits: Health and dental insurance, maternity and parental support, and relocation support