Founding Account Executive

Middleware is a fast-growing startup with a well-funded tier 1 firm with a mission to help organizations gain insights and visibility into their complex systems and applications. Our observability platform is designed to provide AI-based real-time monitoring and alerting capabilities and advanced analytics and reporting tools. We are passionate about delivering a world-class cost-effective product and providing exceptional customer service. We are looking for talented individuals who share our values and vision to join our team.

About Us

Middleware is an AI-driven cloud observability platform that helps engineering teams detect, diagnose, and automatically fix issues across Kubernetes, logs, traces, metrics, and more. With our Ops AI Agentic Mode, teams enjoy true autopilot observability—less noise, faster fixes, and smoother workflows. We’re on a mission to make infrastructure truly self-healing, and we’d love for you to be part of it!

About the Role

We’re looking for a full-time, on-site Account Executive in San Francisco. You’ll help us grow by building relationships, identifying new opportunities, sharing the magic of Middleware with prospects, and guiding them through the sales journey. You’ll collaborate with a fun, supportive team and play a key role in helping customers succeed.

What You Bring

• Proven sales experience (SaaS/ deep tech is a big plus)
• Strong communication, presentation, and negotiation skills
• A talent for building trusted client relationships
• Familiarity with CRMs and sales tools
• Bonus: understanding of AI, cloud, and observability
• Driven, positive, and ready to hit your goals
• A team-first attitude and comfort in a fast-paced environment
• If you’re excited about shaping the future of AI-driven observability, we’d love to meet you! 🚀

First screen call

Second presentation with demo

Meeting with the team and the middleware advisor

Final offer and negotiation