The Role
🧠 About Unstructured
Unstructured is redefining how organizations unlock the value of unstructured data—think PDFs, HTML, Word docs, emails, and more—for AI/ML pipelines. Our open-source library has been downloaded over 36+ million times and is trusted by more than 50,000 companies, including nearly half the Fortune 500. We’re backed by leading investors like Menlo Ventures, Databricks Ventures, Bain Capital, and IBM Ventures—and we’re just getting started.
We’re building the definitive stack for file transformation and data orchestration, enabling enterprises to connect any data to any model with speed, precision, and scale.
📌 About the Role
We're looking for a Founding SMB Account Executive to join our rapidly growing commercial team. You’ll be coming into the office 3x a week, responsible for closing deals with startups, growth-stage companies, and mid-market enterprises who are eager to adopt AI but are stuck wrangling unstructured data, and building out your team eventually.
You’ll own the full sales cycle—from prospecting and qualification to closing and handoff—and work closely with Marketing, Solutions Engineering, and Product to drive customer success.
🚀 What You’ll Do
- Own and manage a high-velocity sales pipeline of small and mid-market accounts
-Educate technical buyers and decision-makers on the value of Unstructured’s commercial and open-source offerings
-Run highly consultative discovery and demo calls to understand customer pain points
-Collaborate with Sales Engineers and Solutions teams to develop and deliver compelling proposals
-Close net-new business and consistently exceed quota
- Provide feedback to Marketing and Product to inform messaging, positioning, and roadmap
-Use AI tools to set up hyper-personalized outbound emails and LinkedIn messages at scale
-Analyze outreach performance and refine campaigns based on insights
-Source contacts and prioritize accounts using AI platforms like Apollo
✅ What We’re Looking For
-2–5 years of closing experience in SaaS or data infrastructure (bonus for AI/ML, dev tools, or open-source sales)
-Proven track record of hitting or exceeding quota in a high-velocity environment
-Comfortable selling to technical personas (e.g. data scientists, ML engineers, CTOs)
-Strong written and verbal communication skills
-Familiarity with like HubSpot, Gong, Apollo, LinkedIn Sales Nav, Lovable, n8n, and other AI-powered growth tech stack components
-Self-starter mentality—you thrive in ambiguity and move fast with minimal guidance
💡 Bonus Points
-Experience with developer-first or open-source products
-Familiarity with LLM infrastructure, vector databases, or ETL tooling
-Prior experience at a fast-growing startup
🎯 Why Unstructured
-Be part of a product with enormous traction and real-world impact
-Join a high-caliber team of builders, engineers, and operators
-Work in a fast-paced, no-ego environment where outcomes matter
-Competitive compensation, equity, and benefits
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The Company
What We Do
At Unstructured, we're on a mission to give organizations access to all their data. We know the world runs on documents—from research reports and memos, to quarterly filings and plans of action. And yet, 80% of this information is trapped in inaccessible formats leading to inefficient decision-making and repetitive work. Until now. Unstructured captures this unstructured data wherever it lives and transforms it into AI-friendly JSON files for companies who are eager to fold AI into their business.
