# Dynamo AI — AI/Cybersecurity Enterprise Account Executive Type: Full-time | Hybrid (1–2 days/week on-site) | New York City, NY (Soho) Compensation: $150,000 base + $150,000 variable ($300,000 OTE) + competitive equity; 3-month non-recoverable draw being structured Hiring count: 1 Visa sponsorship: None available Reports to: Jeffrey (Head of GTM) — LinkedIn not provided ## About Dynamo AI Dynamo AI builds AI governance and cybersecurity infrastructure for the world's largest banks, asset managers, and insurers. Its platform delivers auditable AI guardrails, hallucination checks, red-teaming, and observability so regulated enterprises can productionize AI with confidence. The company sells into BFSI environments where model risk, data privacy, and third-party risk meet AI deployment, and is already working with major financial services and cybersecurity buyers. Founded: 2021 | Team size: 11–50 | Stage: Series A, heading toward Series B this year Industry: AI Tools / AI governance & cybersecurity Website: dynamo.ai Office: New York City (Soho, Manhattan) ## Why Candidates Should Join - Own tier-one BFSI accounts from day one: Inherit 2–4 major named accounts (BlackRock, Experian-tier) plus greenfield territory. - Strong inbound despite no SDRs: Steady inbound flow from the advisor and investor network; the hire multi-threads rather than relying on a top-of-funnel team. - High-leverage, founder-adjacent seat: Partner directly with the founders, forward-deployed engineering, and the Head of GTM on late-stage deal mechanics, and help shape territory strategy as the function scales. ## Intake Call Summary - Not available in the pasted role page — an Intake Video is present on Contrario but no transcript was included. Paste the transcript if you want this section populated. ## The Role A senior, full-cycle Enterprise AE owning complex, multi-stakeholder deals across BFSI. Average contract value $250K–$500K with 6–12 month sales cycles; $2M annual quota. ### What You'll Be Doing - Own multi-stakeholder enterprise deals end-to-end across BFSI accounts, from prospecting through close and expansion - Inherit named accounts (potentially including BlackRock, Experian, and similar tier-one names) plus greenfield territory - Run value-based sales motions tied to risk reduction, regulatory exposure, and cost of inaction - Lead executive conversations with CISOs, CIOs, CROs, Heads of Risk, Compliance, Privacy, and Governance - Travel 1–2 weeks per month to customer sites once ramped - Help shape territory strategy as the function scales (currently all greenfield, territories being defined) - Partner closely with founders, forward-deployed engineering, and Jeffrey on late-stage deal mechanics Tech stack: N/A (sales role) — sells auditable AI guardrails, hallucination checks, red-teaming, and observability ## Requirements - 5–10+ years full-cycle enterprise sales - Closed multiple 7-figure ARR deals - BFSI sales experience (banks, asset managers, insurers) - Sold to CISOs and CIOs - Value-based, consultative selling - NYC hybrid (Soho), 1–2 weeks travel/month ## Green Flags - Has personally closed multiple 7-figure ARR deals and can walk through a specific deal story — stakeholders, blockers, procurement hurdles, and how they won. - BFSI sales tenure with deep CISO and CIO relationships. Selling to AI-specific roles (Head of AI Governance, Model Risk) is a plus, but the foundational signal is established C-suite security and IT credibility. - Mix of big-company training and startup experience. Sold a product with real PMF at a top cybersecurity company (Palo Alto, Splunk, CrowdStrike, Okta) and then moved to a smaller, faster environment. - Value-based selling background. UiPath, Blue Prism, or similar hyper-automation companies that sell on cost reduction and ROI fit the Dynamo motion exactly. - Senior IC operator who runs deals with discipline. Multi-threads stakeholders, builds consensus across technical, business, and risk teams, and orchestrates rather than just executes. ## Red Flags - No 7-figure deal history. Christian's stated deal-breaker. Will not move past initial screen. - Pure startup-only background with no big-company training. Jeffrey explicitly wants candidates who learned how to sell at a structured, well-trained org first. - Career SMB or mid-market AE without enterprise complexity. Cannot navigate 12-month BFSI cycles, regulatory procurement, or seven-figure pricing structures. - Heavy reliance on SDR-fed top of funnel. Dynamo has no SDRs. The hire works inbound from the advisor network plus their own multi-threading. - Cisco-style enterprise lifer with no startup adaptation. Comfort-with-stability profile, not a fit for the pace. ## Role Details Salary (base)$150,000Variable$150,000OTE$300,000 (~150/150 base/variable)Draw3-month non-recoverable draw being structured Equity Competitive equity On-site policy Hybrid — 1–2 days/week in Manhattan (Soho); 1–2 weeks travel/month post-ramp Visa sponsorship None available Employment type Full-time Location New York City, NY (East Coast considered for the right candidate)Quota / ACV / cycle$2M annual quota · $250K–$500K ACV · 6–12 month cycles ## Screening Questions - None present in the pasted role page. ## Interview Process Stage 1 — Pending Approval — Candidates awaiting initial approval. Stage 2 — Conversation with Jeffrey (Head of GTM) Stage 3 — Conversation with Dan Stage 4 — Conversation with each of the two co-founders (in no particular order) Stage 5 — Group interview / mock sales call with the team Stage 6 — Offer Extended Stage 7 — Candidate Hired — Candidate accepts and starts. ## Ideal Companies & Backgrounds As listed on the role page Cybersecurity / data security / AI security — Okta, Zscaler, Palo Alto Networks, Splunk, Abnormal AI, Armis, Cribl, CrowdStrike, Cyera, Proofpoint, Prophet Security, Wiz, Varonis