Founding Account Executive
About Infilla
Infilla ’s mission is to make more housing happen faster by making permitting unremarkable. The US is short 4–7 million homes, and the permit process is among the slowest parts of building them. We spent thousands of hours with hundreds of staff and applicants across 50+ municipalities before a line of code was written. We've raised $6M, we're profitable, and we have more customer demand than we can keep up with. Our customers include San Francisco, New York City, Sonoma County, the State of Delaware, among others.
Our values
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Ideas > Hierarchy - Best idea wins regardless of source. Be intellectually honest.
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Progress > Perfection - Get it working now and make it pretty later. Be pragmatic.
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Courage > Comfort - We do the right thing, even when hard or uncomfortable.
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Kind > Nice - Share clear, helpful feedback often. Voice your concerns and listen.
Why This Role Matters Now
Infilla is at an inflection point. Our early customers are positioned for long-term success. We’re moving from early adopters to multi-year municipal partnerships and transitioning from founder-led sales to a repeatable enterprise motion.
You're building the motion, not inheriting it. No handed-down playbook, no SDR queue. You own pipeline development, deal strategy, and close frameworks from scratch — alongside a CEO who's been doing it. This is not a plug-and-play sales role. How you structure pipeline discipline, stakeholder mapping, deal review, and close strategy will define how Infilla scales.
Real-world stakes. The deals you close translate directly into homes getting permitted faster.
A durable business, not a hype cycle. We're profitable with zero customer churn and contracts that expand every year.
You'll operate at the highest level. Community development directors, mayors, city managers, state agency heads. These are the conversations you'll own.
What You’ll Do
You’ll be working alongside and reporting to the CEO to:
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Own the full sales cycle end-to-end with clear accountability for pipeline, deal strategy, and forecast accuracy.
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Build deep trust inside governments. Navigate department directors, IT leaders, procurement teams, and elected stakeholders in politically complex environments.
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Run structured discovery that surfaces the operational, budgetary, and stakeholder constraints and needs.
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Multi-thread deliberately. Build internal and external champions, reduce single-threaded risk, and map the political dynamics that determine whether deals move or stall.
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Develop and execute close plans that account for procurement processes, compliance requirements, budget cycles, and council approvals.
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Shape Infilla 's go-to-market motion. Establish pipeline discipline, deal review cadence, and repeatable frameworks that outlast any single deal.
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Use AI to move faster. Research, proposal drafting, deal analysis, etc.
Your First 90 Days and Beyond
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Month 1 - Understand: Deep dive into product, ICP, procurement pathways, and competitive landscape. Shadow founder-led deals and identify close patterns and friction points. Map priority regions, budget cycles, and political dynamics.
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Month 2 - Walk: Advance several real opportunities into structured, multi-threaded deal paths. Surface political, budgetary, and procurement blockers. Test and refine messaging against live objections. Build defined close plans with explicit next steps.
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Month 3 - Run: Start to fill pipeline independent of founder-sourced leds. Formalize repeatable discovery, stakeholder mapping, and close frameworks. Document common objections and begin codifying the Sales Playbook with the CEO.
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What success looks like in year one: At least 3-5 reference-able lighthouse accounts. Predictable 3-4x qualified pipeline coverage. A documented enterprise sales motion that a second AE could run.
What’s Hard About This Role
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Sales cycles are long and political. Budgets, council approvals, and procurem