Account Executive
About koat.ai
Koat.ai is a Calgary, Alberta–based company that provides an AI-native threat and media intelligence platform serving enterprise and government organizations operating in complex, high-risk information environments.
Role Summary
This role reports directly to the President. As koat.ai’s first GTM hire, this is a founding position that will work closely with the President to refine and execute go-to-market motions across both enterprise and mid-market opportunities.
This role is designed for a builder. You will own top-of-funnel creation, outbound execution, discovery, proposal, and close, and execute the entire sales cycle end-to-end. You will define target accounts, develop account-level positioning, run outbound motions, get on the phone, break into enterprise organizations, and convert early conversations into pilots and closed recurring revenue.
What You’ll Do
Competitive Base + OTE compensation package aligned with enterprise performance
Own full-cycle sales: prospect, qualify, run discovery, guide evaluation, and close new ARR
Lead consultative, value-driven conversations with senior security, intelligence, and executive stakeholders
Manage complex, multi-stakeholder sales cycles and supporting partner selling including security review, procurement, and legal processes
Advance opportunities through the funnel with disciplined pipeline management, forecasting accuracy, and clear next-step execution
Partner with founders and cross-functional teams to refine pricing, technology roadmap and positioning based on field insights
Who You Are
Required:
10+ years of experience in B2B SaaS or enterprise technology sales
Proven ability to build pipeline and close enterprise deals
Demonstrated success running full-funnel, outbound-led sales motions
Comfortable selling complex, technical platforms (AI, data, security, analytics)
Strong discovery, positioning, and executive-level communication skills
Highly autonomous, self-directed, and comfortable operating without structure
Builder mindset with the ability to create and drive efficient processes
Comfortable working in early-stage environments with ambiguity and speed
Preferred (Nice-to-Have)
Experience with MEDDPIC, Challenger, or similar enterprise sales methodologies
Background in cybersecurity, OSINT, intelligence, or data platforms
Exposure to government or compliance-driven sales cycles
Experience supporting or building partner-led revenue motions
What We Offer
Competitive OTE compensation package aligned with enterprise performance
Participation in the company equity stock option plan
Benefits package
Significant ownership and influence over GTM strategy and execution
Clear path to senior revenue leadership as the company scales
Remote-first work environment with flexibility
In Summary
This role is for someone who wants to build, not inherit. You will be measured on your ability to create pipeline, move deals forward, and close revenue, while laying the foundation for a scalable sales organization.