GTM - AI Native Sales

About WorkOS 🚀 WorkOS builds modern developer tools and APIs that make it easy for companies to become Enterprise Ready. Our platform powers authentication, identity, authorization, and other critical infrastructure that developers need to securely scale their products to large organizations. We recently raised a $100M Series C, valuing the company at $2B, led by Meritech and Sapphire with participation from Greenoaks, Craft, Abstract, and Audacious. WorkOS powers enterprise features for many of the fastest-growing AI companies, including OpenAI, Cursor, and Perplexity, Vercel, and Plaid. As AI reshapes software, WorkOS is at the frontier of Human and Agent Authentication, Identity, and Access Control—helping companies answer a new critical question: who are your agents, and what are they allowed to do? Our fast-growing customer base includes hundreds of modern software companies building the next generation of enterprise-ready products. ABOUT THE ROLE WorkOS has a strong bottoms-up, developer-first GTM motion and we’re building the next chapter of our sales team. As an Account Executive, you’ll own pipeline and revenue from end-to-end, selling to product-minded developers and technical leaders at fast-growing companies. This role is designed for high-agency sellers who thrive in early GTM environments, love being in the market, and want to experiment with new ways to build pipeline, especially with AI-native workflows. You’ll work closely with Solutions Engineers and customer-facing engineers to deliver a technical, consultative buying experience. RESPONSIBILITIES ✔️ - Own the full sales cycle: prospecting, qualification, discovery, demos, closing, and expansion - Build pipeline through a mix of outbound, inbound follow-up, and in-person events (especially in SF and New York) - Develop internal champions by selling to a technical audience with a developer-first approach - Run experiments to improve conversion across top-of-funnel, evaluation, and close (messaging, targeting, tooling, events, sequences) - Partner closely with Solutions Engineers to drive evaluations forward and create delightful technical buyer experiences - Maintain rigorous pipeline hygiene, forecasting, and reporting - Share feedback from the field to improve product, positioning, and GTM strategy QUALIFICATIONS - Experience in SaaS sales or a strong foundation in a quota-carrying role; comfort operating in ambiguity - Strong communication and relationship-building skills with technical stakeholders (engineers, PMs, CTOs) - High agency and competitiveness, you create momentum rather than waiting for it - Comfort using modern tools (AI, automation, enrichment, workflow builders) to increase output and quality - Excited to spend meaningful time in-person with customers and prospects (events, meetings, community) Benefits and Perks (US Only) 💖 At WorkOS, we offer resources that emphasize personal and familial well-being. We offer healthcare coverage for you and your family, including medical, dental, and vision. We offer parental leave, paid-time off and fully remote working arrangements. Benefits include: - Competitive pay - Substantial equity grants - Healthcare insurance (Medical, Dental and Vision) for you and your family - 401k matching - Wellness and fitness monthly allowances - PTO + paid holidays + unlimited sick leave - Unlimited token usage Please inquire directly with our recruiting team for benefits available to those working outside the US. Equal Opportunity Employer WorkOS is an equal opportunity employer, committed to diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability or age. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human jud...