Technical Account Executive

Technical Account Executive [https://app.ashbyhq.com/api/images/user-content/87fd0068-9900-4dd7-a1f1-02729d291d77/5459d3c2-0242-4cb9-95e2-5aaa1520d4d6/hero.gif] ABOUT FERN Fern helps software companies build a world-class API experience. Our customers include industry leaders like Nvidia, Square, and Twilio, as well as hyper-growth AI companies such as ElevenLabs and OpenRouter. In the next year, the majority of API integrations will be implemented by AI agents. Agents don’t read marketing pages. They need strongly typed schemas, structured endpoints, deterministic contracts, and documentation that can be fed into a context window. Our team is small and talent-dense. We’re a team of builders from Google, Palantir, Amazon, and Uber, working together in Williamsburg, Brooklyn. We were acquired by Postman https://blog.postman.com/postman-acquires-fern/ — giving us access to 40 million users and 98% of the Fortune 500 — while maintaining the independence, speed, and ownership of a startup. ABOUT THE ROLE As a Technical Account Executive, you’ll partner directly with engineering leaders to modernize how their public APIs are consumed. You’ll run consultative, technical sales cycles that guide prospects through hands-on evaluations and help them see how Fern elevates developer experience and agent-readiness. Our typical sales cycle is 2–8 weeks. Key responsibilities include: - Own the full sales cycle. You’ll source opportunities, run discovery, drive technical validation, and close deals. You’ll partner with Sales Engineering to prepare tailored demos and guide prospects through deep product evaluation. This isn’t a handoff-heavy org — you are responsible for outcomes. - Sell to engineers. Your buyers are VPs of Engineering, Staff Engineers, and Platform teams. You’ll need the credibility and curiosity to go deep on API design, SDK quality, CI/CD workflows, and long-term maintainability. - Drive consultative, high-value deals. This isn’t transactional sales. Our ACVs range from $30k–$500k+, and decisions require internal alignment across engineering and leadership. You’ll help customers quantify the impact of improving developer experience and determine whether Fern is the right long-term partner. - Help build the playbook. You’ll shape how we sell, how we position the product, and how we scale. You won’t inherit a system — you’ll help define it. WHAT WE’RE LOOKING FOR - You have 4+ years of B2B SaaS sales experience and have owned deals from prospecting through close. - You’re comfortable closing $30k–$500k+ ACV deals and navigating multi-threaded sales processes. - You’re a clear written and verbal communicator who builds trust quickly. - You have a builder mentality and want to help define and improve our go-to-market playbook — not just execute it. - Bonus: you’ve sold to engineering teams, especially in developer tools, APIs, or infrastructure. - Bonus: you have a working understanding of how APIs are built and used, and can confidently discuss CI/CD workflows, SDKs, and GitHub repositories. We’ll invest in your growth as you develop fluency in APIs, SDK design, and agent-ready systems. We expect you to lean into the learning curve and ramp quickly. BENEFITS - Prime office location in the heart of Williamsburg, Brooklyn - Paid lunch/meals at the office - Health, dental, and vision insurance - Unlimited vacation [https://app.ashbyhq.com/api/images/user-content/87fd0068-9900-4dd7-a1f1-02729d291d77/3b4ec61f-198a-45ad-a742-7b11f366ff1c/divider.gif]