About this Founding Account Executive role at White Circle
TL;DR: We’re looking for an Account Executive to build pipeline, close six-figure deals, and help create White Circle’s sales playbook from the ground up. You’ll own the full sales cycle end to end: open doors, navigate technical buying committees, create urgency, close the deal, and help shape the revenue organization as we scale.
About White Circle
White Circle is an AI Safety company building the safety, reliability, and optimization layer for AI systems. At the core of our platform are policies – simple natural-language rules that define what an AI model should and shouldn’t do. We automatically test, enforce, and continuously improve these policies at scale.
We’ve recently raised our Series A funding round, taking our total funding to $70M. Our investors include top funds, founders, and senior leaders at OpenAI, Anthropic, HuggingFace, Mistral, DeepMind, Datadog, Sentry, and others
We process over one hundred million API calls every month
We fine-tune and train our own LLMs so they run faster and cheaper than any open or proprietary model
We’re a small, highly focused team. If you want to work deeply on hard problems, see your work ship to production quickly, and influence how AI safety is actually built – you’re the one we need.
What you'll do
You’ll own high-intent technical deals, shape the sales motion from first principles, and have a path to building or leading part of the revenue org as we scale
Build pipeline. You will build relationships with executives we can help. That means working referral networks, getting coffees, travelling to conferences, staying close to customers, picking up the phone and turning one good relationship into five more. You’ll do much more than sequencing prospects to death. The goal is to become the kind of person executives actually want to talk to and open doors for.
Run deals. You will own six-figure sales cycles from first conversation to signature. You will understand the business problem, buying dynamics, political map, risks, and path to close. You will know what needs to happen next, who owns it, and whether the deal has legs.
Help crack the sales playbook. You will help sharpen the ICP, narrative, proposals, ROI cases, mutual action plans, pricing, etc. We have great traction, but the sales motion is not fully figured out. Ultimately, you’ll have a chance to lead a team if you want it and earn it.
Must-haves
5+ years carrying a closing quota in B2B SaaS, infrastructure, security, developer tools, or AI, with a track record of closing net-new mid-market or enterprise deals at $100k+ ACV
Energised by founder-style selling: sourcing strategic accounts, mapping buying committees, creating urgency, and closing without a fully built machine around you
Technically literate - can hold conversations about complex technical products and have credibility with technical buyers
Can operate effectively without established playbooks or processes
Extensive cold calling experience
Readiness to travel
A big plus
Have founded a company or built something from scratch
Started in outbound/SDR and earned a closing role quickly
Have been an early sales hire at a startup, especially a YC company
Have experience as a software engineer, solutions engineer, sales engineer, or in another technical role
Compensation & benefits
Competitive compensation package, including equity
Flexible time off
Health insurance
Mental health support, including coverage for therapy when you need it
401(k) retirement plan
Learning and development support for courses, conferences, and opportunities to grow your skills
All the hardware, subscriptions, tools, and services you need
Team off-sites twice a year: we’ve recently been to the Alps, Saint-Tropez, and Marbella
Process
Intro call (30 min)
Practical Sales Exercise with Head of Revenue (60 min)
Final conversation with CEO (30 min)
