Account Executive, High Tech

About Goodfire Goodfire is an AI interpretability research lab. We build interpretability agents and infrastructure to understand, monitor, and align AI models. We believe that AI is the most consequential technology of our time. Yet AI models are trained by trial and error today, with limited understanding of what drives their behavior. Our goal is to advance the research and technology needed to fully understand and align AI so humanity can trust superintelligence. Goodfire is a public benefit corporation founded by researchers who helped pioneer the field of interpretability at OpenAI and Google DeepMind. We are headquartered in San Francisco and have raised over $200M from leading investors including Lightspeed, Menlo, and B Capital. About the role We're looking for an Account Executive to focus on the LLM market and close strategic partnerships across frontier labs, AI-native companies, and the broader tech domain. This role demands consultative selling ability, technical fluency, and strong market judgment: the ability to understand the language model landscape, build thoughtful account strategies, and identify where Goodfire can help customers build safer, more capable AI systems. This is a high-autonomy role where you will play a key role in defining our go-to-market motion for the Large Language Model market. You will own strategic accounts end to end: developing market-specific account plans, running discovery with deeply technical buyers, partnering with the Field Team to scope pilots, negotiating commercial terms, and expanding successful engagements across complex technical organizations. Our buyers are CTOs, Heads of AI, and research leaders. You'll need to be technically curious, precise, and credible enough to earn trust with technical teams. Key responsibilities • Own strategic sales cycles: build pipeline, run discovery, navigate technical and executive stakeholders, negotiate agreements, and close new partnerships. • Develop vertical account strategies: map the LLM market, identify the right wedge, and prioritize accounts where Goodfire can create meaningful value. • Translate technical roadmaps into commercial opportunities: understand customer needs across model development, evaluation, safety, reliability, perception, planning, autonomy, and deployment. • Partner with the Field Team: shape pilots, technical scopes, success criteria, and expansion paths that demonstrate real impact for customers. • Build vertical-specific playbooks: test messaging, qualification criteria, deal structures, and repeatable sales motions What you’ll bring Required experience • Experience owning and closing complex sales cycles with technical or research-oriented buyers. • Strong discovery, commercial judgment, and ability to connect a technical product to a concrete customer problem. • Ability to learn language models, reasoning systems, agentic workflows, and model evaluation concepts quickly and communicate credibly with engineers, researchers, CTOs, and Heads of AI. • Ability to manage a complex technical sales motion while understanding customer workflows and success criteria. • High agency, strong written and verbal communication, and comfort operating without a fully mature sales playbook Preferred qualifications • Experience selling AI/ML, infrastructure, developer tools, data platforms, security, or other deeply technical products. • Familiarity with language model development, reasoning systems, agentic workflows, model evaluation, or model deployment workflows. • Track record selling to CTOs, Heads of AI, research leaders, ML platform teams, or technical executives Our values Goodfire is looking for individuals who embody our values and share our deep commitment to making interpretability accessible. We are building a team first and foremost. Put mission and team first All we do is in service of our mission. We trust each other, deeply care about the success of the organization, and choose to put our team above ourselves. Improve constantly We are constantly looking to improve every piece of the business. We proactively critique ourselves and others in a kind and thoughtful way that translates to practical improvements in the organization. We are pragmatic and consistently implement the obvious fixes that work. Take ownership and initiative There are no bystanders here. We proactively identify problems and take full responsibility over getting a strong result. We are self-driven, own our mistakes, and feel deep responsibility over what we’re building. Action today We have a small amount of time to do something incredibly hard and meaningful. The pace and intensity of the organization is high. If we can take action today or tomorrow, we will choose to do it today. Where we work We are hiring for this position in our San Francisco HQ. We are in person 5 days a week, with one company-wide remote week per month. What we offer This role offers market competitive salary, equity, and competitive benefits. Most importantly, you'll have the opportunity to join a vital mission at an important point in its trajectory — we are developing groundbreaking technology with a world-class team on the critical path to ensuring a safe and beneficial future for humanity. If you want to do your life’s work with us, even if you believe you do not meet every single requirement, apply now.