Account Executive, Digital Natives (West Region)
Braintrust · San Francisco
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 1mo ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon Braintrust's careers page
What Braintrust sells
Shows where AI helpers go wrong
A company that sends AI helpers to do work on their own often cannot see what those helpers are doing once they are out in the world. Braintrust lets engineers look inside those helpers, spots where they went wrong, and runs tests that show how to make them better.
In plain English, from their own job posts. Something wrong? Tell us
More AI & data companies →The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Pipeline
- Mostly self-sourced. Great if you like outbound, rough if you don't.
- Time on market
- Open 56 days. Ask why it's been hard to fill.
- Company hiring
- 12 sales roles open, hiring at a steady pace.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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The role
You'll prospect and close new business with digital native companies for Braintrust's agent observability platform, and also handle existing-customer expansion, retention, and renewals. Expect technical consultative sales.
Mixed · Outbound
Selling motion
Who you're selling to
- Buyer:
- Technical teams and AI teamsIn their words: “Navigate complex sales and win trust through consultative sales conversations with technical teams.”
- Industry:
- Digital nativesIn their words: “responsible for prospecting and closing new business within our digital natives vertical”
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- Base salary
- OTE
- Quota size
- Quota attainment
- Average deal size
- Territory
- Sales cycle length
The questions above cover the big ones.