Account Executive

Remote - United States

Who we are

Pinata is the leading media distribution platform for Web3 and beyond. We make it easy for developers and enterprises to upload, manage, and serve files on IPFS without needing to run their own infrastructure. From indie builders to global brands, our customers rely on Pinata to deliver fast, reliable, verifiable content at scale.

👉 Check us out

The role

We’re looking for a highly driven, technically proficient Account Executive focused on Enterprise to join our team. This consultative role is ideal for someone who thrives in early-stage SaaS, excels at navigating developer-first products, and can confidently bridge technical and business conversations.

You will own the full sales cycle from prospecting to close, while helping enterprise customers unlock value, championing scalable adoption, and shaping the future of decentralized content distribution. Strong MEDDPICC proficiency is essential, as you’ll be responsible for executing rigorous qualification, forecasting accuracy, and disciplined deal management.

You’ll also collaborate closely with our founders and the engineering team to refine Pinata’s enterprise motion, build repeatable systems, and transform champions into long-term partners.

What you'll do

• Own the full sales cycle: Prospecting, discovery, MEDDPICC-driven qualification, solution design, proposals, and closing.
• Engage technical stakeholders: Partner directly with developers and engineering leaders to validate use cases, map integrations, and ensure frictionless adoption of Pinata Enterprise.
• Translate technical concepts into business value: Articulate IPFS, APIs, content delivery, integrations, and architecture in a way non-technical executives can understand.
• Build and manage a healthy pipeline: Create and execute strategies to land high-value enterprise accounts across gaming, media, marketplaces, and other tech-forward industries.
• Drive revenue growth: Consistently meet and exceed quarterly ACV targets through disciplined forecasting and deal execution.
• Partner cross-functionally: Work with founders and engineering to refine GTM strategy, messaging, pricing, and enterprise positioning.
• Influence product direction: Surface customer insights that help shape features, documentation, and the overall developer experience.
• Create scalable sales assets: Develop repeatable playbooks, case studies, qualification frameworks, and technical collateral with the business team.

Must have

• 3–5+ years of SaaS sales experience in infrastructure, developer tools, API-based products, or adjacent technical markets
• Demonstrated mastery of MEDDPICC (or MEDDICC/MEDDIC) with the ability to qualify complex deals, identify economic buyers, drive compelling events, and maintain accurate forecasting
• Proven track record closing six-figure enterprise deals with both technical and business stakeholders
• Strong technical fluency with confidence in navigating API concepts, integrations, developer workflows, security considerations, and solution architecture
• Consultative sales approach with the ability to understand customer pain points and map Pinata’s value to technical requirements
• Early-stage mindset of resourcefulness, adaptability, and eagerness to help build scalable processes in a fast-moving startup
• Exceptional communication and storytelling skills with the ability to tailor messaging to engineers, executives, and cross-functional partners

Nice to have

• Familiarity with Web3, decentralized storage, or content delivery is a strong plus
• Experience as an early startup hire, founder, or entrepreneur

Benefits

🌐 Ability to work remotely from anywhere you have work authorization that aligns with team's working hours

🩺 Health, dental, and vision insurance benefits with generous employer contributions and access to HSA account

💸401(k) plan with match for eligible U.S. employees after 1 year of tenure, and Retirement Savings Plan for eligible Canadian employees

🌴 Flexible paid time off

🧘 Annual wellness stipend

💻 Annual professional development stipend

🐣 18 weeks parental leave for full-time, salaried employees, including birth, adoption, or surrogacy

🏦 Meaningful equity for full-time, salaried employees

🤩 Opportunity to join us at an early stage where your contributions will make an impact, and you’ll have opportunities to flourish

Applying to Pinata

Pinata follows a structured interview process. If we move forward with your application, our typical interview process includes:

• 30-minute intro call with Head of People & Ops to learn about your background and what you’re looking for
• 45-minute interview with the Hiring Manager
• 30-minute interview with our CEO
• 30-minute interview with Sales Consultant

Some roles will have a take-home assignment. Candidates may also be asked to meet with additional team members at the hiring manager's request.

Pinata Compensation Philosophy

Pinata provides a reasonable range of compensation. This role may only be hired and performed in the United States. Our base salary for this role is $125,000 USD. Variable Compensation is $125,000 at plan, for OTE of $250,000. This role is eligible for variable compensation tied to sales performance, which will be finalized based on experience, competencies, and market data during the interview process. In addition to a salary, we offer equity and a comprehensive range of benefits. At any time during the interview process, please don't hesitate to ask for more information.

Pinata does not use AI tools to evaluate, screen, or score candidates during the application process. Your responses to the following application questions are reviewed by our team and do not automatically disqualify you from consideration. The application questions help us understand your experience and ensure you’re set up for success in the role.