Hybrid Founding Account Executive na Garden
Garden · New York City, Estados Unidos Da América · Hybrid
- Professional
- Escritório em New York City
About Garden
Garden (gardenintel.com) accelerates global technological development by fixing the patent system. We build AI-powered search and analysis tools for R&D orgs, inventors, prosecutors, and litigators. Our core platform helps companies file strategic IP and enforce their portfolios. We monetized within weeks of launching, have hundreds of users, a growing enterprise waitlist, and raised a seed from top Silicon Valley VCs, that include Spark Capital, Craft Ventures (David Sacks's fund), Ken Howery (co-founder of PayPal and Founders Fund), Zach Perret (founder of Plaid), Julius Genachowski (former FCC Chairman, former GC of IAC), Chad Byers (founder of Susa Ventures), and more.
We’re a tight-knit NYC team that’s customer-obsessed, ships fast, and works in-person 5–6 days/week. If you want to help reinvent how innovation decisions get made—and you like owning outcomes—come build with us.
Why this role
You’ll be our first/one of the first AEs, owning the full enterprise sales motion and shaping our go-to-market from the ground up. You’ll partner directly with the CEO and founding team, sell a highly technical product to sophisticated buyers, and help define the sales playbook, ICP, and pricing strategy.
What you’ll do
Own the full cycle: outbound, prospecting, discovery, multi-threading, pilots/POCs, negotiation, and close for mid-market and enterprise accounts (AmLaw firms, litigation boutiques, Fortune 1000 in-house/IP, and R&D-heavy companies).
Become a domain expert: learn patent workflows (102/103, IPRs, claim charting, prosecution vs. litigation) and credibly demo platform to partners, GCs, heads of IP, and technical stakeholders.
Build trust with skeptics: handle objections to automation/AI by diving into details—how we source prior art, chart accuracy, explainability, validation, and risk.
Create the playbook: codify messaging, sequences, qualification, proof frameworks, and deal reviews; help stand up repeatable pipeline generation.
Forecast with discipline: maintain clean pipeline/CRM hygiene, deliver dependable forecasts, and consistently hit/exceed targets.
Close the loop with product: translate customer pain into roadmap input; influence experiments on pricing, packaging, and pilots.
Partner on deployment: ensure smooth handoffs to Customer Success; stay involved through value realization in the first 90 days.
Represent Garden at industry events (AIPLA, IPO, INTA, IPBC, litigation conferences) and targeted field marketing.
Who you are
3–5 years closing new business in B2B SaaS with complex, consultative deals; consistent success against $1M+ new ARR or equivalent new-business quotas.
Enterprise seller DNA: skilled at discovery, value mapping, multi-threading, navigating procurement/legal, and building executive champions.
Technical curiosity: comfortable demoing AI/analytics products and getting into the weeds on workflows, data sources, and evaluation.
Builder mentality: scrappy prospector, crisp writer, strong presenter; thrives with ambiguity and low process; eager to write the first version of “how we sell.”
High integrity forecaster with rigorous pipeline management.
Domain plus: experience selling to legal/IP, R&D, life sciences, or data/AI platforms is a bonus—not a requirement.
Location: In-person, NYC (required). Willing to travel for customers and conferences.
What success looks like
30 days: clear ICP/hypothesis, active outbound, qualified meetings on calendar, confident product demo.
90 days: opportunities past solution validation/pilot stage; early wins in core segments; first version of messaging + talk track documented.
6–12 months: repeatable motion with reference customers, predictable forecasts, and material contribution to new ARR.
Compensation & benefits
OTE: $200,000–$300,000 (base + variable) with meaningful early equity; accelerators for over-performance.
Competitive health benefits and standard startup perks.
Tools, budget, and support to win (events, sequences, content, and product access).
How we work
Fast feedback loops, founder-led sales, and tight alignment between sales, product, and engineering.
We bias to in-person collaboration and rapid iteration. We write things down, measure what matters, and keep promises to customers.
