About Pangram Labs
Pangram Labs' mission is to protect authenticity by building the world's best AI detection systems. We publish research on state-of-the-art AI detection techniques and algorithms, and build products to bring our technology into people's daily lives.
We are looking for high agency, mission-driven, and passionate builders to join our team. All roles are in person in Brooklyn, New York.
Position Summary
The Account Executive will manage inbound opportunities and own the sales process from qualification through close. The ideal candidate may already have Account Executive experience or may be a high-performing SDR or BDR who is ready to take ownership of a full sales cycle. This person should be commercially sharp, comfortable learning a technical product, and able to operate independently within an early-stage company.
Primary Responsibilities
Qualify inbound opportunities
Conduct discovery calls and product demonstrations
Understand each prospect’s needs, buying process, and decision criteria
Coordinate free and paid pilots
Establish pilot goals and success criteria
Maintain momentum throughout the evaluation process
Develop proposals and manage commercial negotiations
Close new business
Maintain accurate pipeline and forecast information
Partner with Customer Success during account transitions
Help improve Pangram’s sales messaging and processes
Share customer and market feedback with company leadership
Ideal Candidate Profile
Experience in software sales, business development, account management, or another customer-facing position
Strong performance against goals or quota
Ability to manage, or quickly grow into managing, a full sales cycle
Strong discovery and relationship-building skills
Clear and confident written and verbal communication
High level of organization and follow-through
Ability to learn a technical and data-oriented product
Comfort communicating with a range of customer stakeholders
Ability to work with urgency without sacrificing quality
Interest in working within an early-stage company
Willingness to work onsite in Brooklyn
Preferred Background
Experience as an Account Executive, SDR, or BDR
Experience conducting discovery calls or product demonstrations
Experience supporting pilots, trials, or proofs of concept
Exposure to AI, SaaS, education, APIs, or enterprise software
History of earning additional responsibility quickly
Compensation
$160,000 - $240,000 OTE
Uncapped commissions
Equity
Comprehensive health, dental, and vision benefits
Skills Required
- Proven experience closing new business
- Strong record of quota performance
- Experience selling software or technology into education
- Knowledge of education procurement and budgeting processes
- Experience managing multiple stakeholders (administrators, faculty, tech, procurement)
- Understanding of academic calendars and how they affect buying cycles
- Experience running pilots, trials, or product evaluations
- Strong communication and negotiation skills
- Ability to work independently in an early-stage environment
- Willingness to work onsite in Brooklyn, NY
- Existing relationships within the education market
- Experience selling into colleges and universities
- Experience with education technology, academic integrity, AI, data products, or learning tools
- Experience helping establish a new sales segment or process
- Experience selling products that require customer testing before purchase
What We Do
Pangram is building the next generation of AI-powered tools for creative professionals. We are a seed-stage startup backed by top investors, and we're looking for talented individuals to join our mission.
