Founding AE

About us:

At Cargo, we’re redefining how teams execute GTM by making them leaner, faster and engineer-driven. In an AI-first world, we’re replacing SDR-heavy models with a hybrid approach, empowering full-cycle AEs through a blend of manual effort and automation.

Our platform is designed to build and scale AI-powered workforces. With tools, workflows, and AI agents, Cargo brings everything you need to automate and optimize GTM operations into one intuitive visual platform.

Role Summary:

We’re looking for a high-impact, full-cycle Account Executive who thrives in a tech-driven sales environment. This role isn’t just about hitting quota—it’s about shaping the future of how sales teams operate in an AI-powered world.

As the first AE at Cargo, you'll have a high degree of ownership, working on a automated, AI-powered pipeline while refining our sales motion for scale. You’ll generate pipeline, close deals, optimize the sales process, and help define the foundation of our future sales team.

The ideal candidate is a proven closer with a founder mentality—someone who thinks strategically, adapts quickly, and is always pushing to improve. You’ll ensure every deal is treated the right way, value-driven messaging, and a systematized approach to sales success.

This is a launchpad to leadership. Prove impact, then build and scale your own sales team

What’s different about this role?

🚀 You own the full sales cycle, from prospecting to closing.

💡 Less admin work. AI & automation handle lead identification, enrichment, allocation & routing to the right sequence. You’ll will have a tailored sales approach —Tier 1 accounts get strategic human outreach, while Tiers 2 & 3 are engaged through automated multi-channel plays.

🏆 GTM Experts on your side. A growth expert helps you define the best action plan with prospects (use cases, success metrics, realistic timeline, concrete results) — no fluffy sales decks, just direct value and tangible ROI.

Key Responsibilities

Own the full sales cycle—from prospecting to closing. Work alongside GTM Engineers to refine our outbound playbook, engage top-tier prospects, and shape the future of tech-enabled sales.

✅ Engage, qualify, and close ICP leads—pre-scored, enriched, and routed directly to you.

🧠 Deeply understand buyer pain points – and map Cargo’s value to their specific needs.

💬 Lead high-impact conversations – position yourself as a trusted GTM advisor, not just another vendor.

📖 Refine and structure the sales playbook — build a repeatable, scalable sales motion by optimizing messaging, deal progression, and outreach strategies, through close collaboration with GTM Engineers.

📊 Optimize pipeline efficiency – Identify friction points in the sales cycle, surface insights on why deals stall, and work along with us to improve lead targeting, scoring, and conversion strategies.

What We’re Looking For:

🔑 The Right Mindset:

• Founder mentality. You act like a founder—experimenting, iterating, and owning your pipeline like it’s your business

• Relentless closer. You don’t “check in”—you advance the deal and push for next steps.

• High agency. You own your pipeline and take responsibility for hitting your targets.

• Strategic Seller. You adapt your approach based on deal size, motion, and buying signals.

• Not afraid to pick up the phone. Cold calling still works—when done right. You know how to break through noise and start real conversations.

• Hungry & ambitious. This isn’t just another AE role—this is a launchpad to leadership. Prove impact, then build and scale your own sales team.

• Radically honest. We value real and direct feedback. That’s how we grow.

💡 Key Experience & Skills:

• 3+ years of closing experience in B2B SaaS (revtech is a huge plus).

• Proven track record of exceeding quota.

• Experience selling to mid-market and scale-ups.

• Bonus: Experience selling to growth, sales ops, or RevOps personas.

• Strong consultative selling skills. You map problems to solutions—not just pitch features.

• Comfortable in a tech-driven sales org. You embrace AI, automation, and modern GTM tools.

• Future sales leadership potential. As we scale, you’ll have the opportunity to build and lead your own sales team—hiring, training, and setting the foundation for Cargo’s future sales organization.

📈 How We Measure Success

We don’t just track "meetings booked"—we measure real revenue impact. Here’s how we define success:

• Quota Attainment – % of target revenue achieved.

• Pipeline Velocity – How quickly leads progress through the funnel.

• Average Deal Size – Increasing the value of closed deals.

• Sales Efficiency – Ratio of meetings booked vs. deals closed.

Why You Should Work With Us

🚀 Standard Benefits🇺🇸 US Trips: Company-paid trips to San Francisco twice a year + annual offsite.

👋 “We Got Your Back” Budget: Covers daycare, new glasses, taxis—whatever helps you work better.🌱 Growing You Budget: Budget for courses, tools, coaching, or new skills. We believe in constant learning.

❤️‍🔥 Work with passionate people: We’re building a culture of high performers who move fast, think big, and challenge the status quo. Expect deep GTM debates, rapid iteration, and an obsession with leveling up—ourselves, our team, and our results.

💎 Unique Perks

• 📈 Equity for Everyone – all full-time employees get a stake in Cargo.

• 🖥 WFH Budget – Set up your ideal workspace.

• 🍽 Team Diners & Meetups – Enjoy time with colleagues, on us.