Account Executive

Trunk is the CI acceleration platform for fast-shipping teams. Writing code got fast, but everything after it didn't. Agents now open several times as many pull requests, and the path from PR to main is where it all stalls: flaky tests nobody can tell from real failures, full CI runs on every iteration, and queues that break main. Merge Queue, Flaky Tests, Dynamic CI, and Runners fix that on one platform.

We were founded five years ago by engineers from Uber and Google who built this infrastructure in-house, and we're backed by Andreessen Horowitz and Initialized. Today, the startups everyone in SF is watching ship with Trunk, including Ramp, Brex, PostHog, Supabase, Retool, Gusto, and Exa, alongside public companies like Zillow and Klaviyo.

We're hiring our first Account Executive to help take Trunk through its next stage of growth, toward $10M+ ARR. About half the job is new business, and half is the customers we already have. That means you'll own relationships with some of the most sought-after engineering teams in tech, and most of them use only part of our platform today.

On new business, you work a list of target enterprise accounts with our leadership, who open doors at the exec level, and you own inbound deals from the first call to signature. Our CEO or a forward-deployed engineer runs the technical demo with you, and you own the prep, the follow-ups, and everything in between. On existing customers, you own the renewal and expansion number, and you work our largest accounts together with our Head of GTM.

You're the quarterback on every deal. You don't have to do all the work, but you make sure all of it gets done. You don't need to be an engineer, but you need to understand what our product does and why engineers care.

What you'll do

New business

• Work your target accounts - Prospect a list of enterprise accounts alongside our CEO and, later, our SDRs. Map the org, write the account plan, run the outreach, and follow through on the warm leads we hand you. Multi-thread from the engineers who feel the CI pain to the platform, DevEx, and infra leaders who own the budget.
• Own inbound deals end to end - Every qualified demo request and sign-up is yours: discovery, prep for the technical demo, the POC, sizing from real numbers, security review, procurement, and signature.
• Quarterback every deal - You're the DRI for getting each account closed. Get the right people from our side into the Slack channel and onto the calls, so customers hear from the engineer who can answer instead of waiting while questions get relayed.
• Run POCs like launches - Before kickoff, agree on success criteria, scope, and a rollout date, and name the engineer on point. Make sure engineering knows the customer's setup and expected usage before anything goes live.

Existing customers

• Own the renewal and expansion number - Run renewals from 120 days out: the usage review, the value story, pricing, security review, procurement, and signature. Nobody at Trunk should be surprised by a renewal outcome.
• Grow usage across repos, teams, and products - Build account plans that grow seats as engineering orgs grow, and bring Dynamic CI and Trunk Runners to customers already on Merge Queue or Flaky Tests.
• Build the value case - Turn each customer's own data (main-branch failure rate, PRs unblocked, CI hours saved, time to merge) into an ROI story that a VP of Engineering and a procurement team will both accept, so the price holds.

Across both

• Run strategic accounts with the Head of GTM - Our largest customers and deals are a two-person job. You'll co-own them with our Head of GTM, who also approves discounts.
• Protect the engineering team's focus - Log feature requests in Linear with the deal and the business case attached, and push back on custom asks when the deal doesn't need them. Nobody on call should learn about a customer rollout from a page.
• Keep the CRM honest - Anyone should be able to see who's evaluating what, who's onboarding them, and where every deal stands.

Your first 90 days

• By day 30 - You know the product well enough to run discovery and answer first-level questions, and you're on every demo. You've written account plans for your first 10 target accounts, met the champion at our top 15 customers, and built a renewal calendar for the next 12 months.
• By day 60 - Your outreach has booked first meetings at several target accounts, and every POC you run has agreed success criteria and a named engineer. You're running renewals end to end, and at least one deal you took from first call through POC is in procurement.
• By day 90 - You've closed your first new logo and your first expansion, and you're carrying your ramped number. Your pipeline includes enterprise deals you opened yourself that are now in POC or late discovery.

We're looking for

• You've lived the stage we're in - You've carried a quota at a B2B software company while it grew to $10M+ ARR, and you can walk us through your number at each stage. Being one of the first few AEs at a Series A or B company that went on to scale is a plus.
• 5+ years in full-cycle, quota-carrying roles - You've closed new logos and renewed and expanded an existing book of customers
• You've run outbound before - You've worked a target account list with SDRs or founders, you're comfortable prospecting your own accounts, and you take warm handoffs and run with them
• You've sold to engineers - Your buyers were platform, DevEx, or infrastructure teams and the VPs of Engineering they report to, ideally for devtools or developer infrastructure
• You've quarterbacked complex deals - You've run evaluations with technical buyers, pulled in sales engineers, product, and execs at the right moments, and kept the deal from drifting
• Deals in the $30K-$300K ACV range - You've taken them through procurement, legal redlines, and security reviews without losing momentum
• You're technically curious - You understand how software gets built and shipped (Git, pull requests, CI) well enough to run discovery with engineers and know when to bring in an expert. You don't need to demo or write code.
• You work AI-first - You use AI tools every day in your own work, and you've built or automated something with them that you can show us
• Commercial judgment - You can price a deal, negotiate it, and know when a discount isn't worth it

We care more that you were early at a company before it was a household name than that you were a top rep at one that already was.

In every hire, we look for curiosity, empathy for customers, tenacity, clear communication, fast learning, and putting the team first. Each interview round checks for a few of these.

Nice to have

• A background in sales engineering, solutions architecture, or software engineering
• Familiarity with monorepo build systems (Bazel, Nx, Turborepo) or merge queues
• You know how teams using coding agents (Cursor, Claude Code, Codex) actually ship code
• You're comfortable giving a short talk at a meetup or one of our own events
• Experience with MEDDPICC or a similar qualification framework
• Already based in the SF Bay Area

This probably isn't for you if

• You've only worked inbound and don't want to prospect
• You'd rather relay questions than get the right people in the room
• You're looking for a fully remote role

Compensation

$160,000-$180,000 base salary and $280,000-$330,000 on-target earnings (OTE), plus meaningful equity. Commission is uncapped, with accelerators above quota. Where you land in the range depends on your experience.

What we offer

• Unlimited PTO
• Competitive salary and equity
• Hybrid work from our San Francisco office
• One Medical membership
• Top-notch medical, dental, and vision insurance (100% company-paid for employees)
• FSA, HSA with company contributions, 401(k), paid parental leave (up to 12 weeks)

Interview process

1. 45 minutes with our Head of GTM - Your background, your number at each stage of the company's growth, a deal you sourced and closed, and a renewal you saved or grew
2. 45 minutes with our CEO - How you work, something you've built or automated with AI, and how you learned a technical product well enough to sell it to engineers
3. Prep for the onsite (about 90 minutes) - We give you product access, our demo deck, a short list of target accounts, and a brief on a customer coming up for renewal. Pick one account and send us the plan to open it (who you'd go after, why now, and your first-touch messages), plus a one-page POC plan for it.
4. Onsite in San Francisco (about 2 hours)
   • 60 minutes with our Head of GTM and CEO: walk us through your account plan (15 minutes), then run the first meeting with us playing its engineering leaders. Discovery, qualification, and a clear next step toward a technical demo and POC. Send us your follow-up email afterward.
   • 30 minutes with our CTO: your POC plan. Who does what on our side, how you'll measure success, and what engineering needs to know before rollout.
   • 30 minutes with our Head of GTM: a renewal negotiation where the customer wants a bigger discount and there's a cross-sell on the table, then wrap-up
5. Reference calls - Including a former manager who can speak to your number and the company's growth while you were there