Account Executive

About the role

At Vellum, our mission is to be the primary platform companies use to bring AI into production. AI is the biggest technology shift since the internet – the applications of it are everywhere! We expect the world to be dramatically different in the future as foundation models get better and better. We intend to be the platform layer that brings this amazing technology to life in production use cases.

We enable companies to bring real business value from AI / LLMs. The output generated by AI / LLMs is usually stochastic and bringing AI into production requires robust testing and choosing the right model for the job. We’ve seen companies spend months of engineering time building good tooling for this (time which could be spent on their core end user facing product) yet despite this, they struggle to get the best results out of these models. Our platform provides companies best in class tooling to use their own data in production AI applications.

Traction so far

We’ve closed over 150 paying customers, growing 15% MoM largely driven by organic inbound traffic. The market opportunity in front of us is massive and we have the opportunity to define the emerging LLM development market. We aim to grow minimum 4x this year and there is ample opportunity to consistently exceed quota for the right AEs joining Vellum.

We’ve raised $5.1m to date, and are backed by top investors like Rebel Fund, Eastlink Capital, Arash Ferdowsi (co-founder of Dropbox), Dharmesh Shah (co-founder of Hubspot), Dan Scholnick (board member of Weights & Biases, Docker, New Relic), and Divya Bhat (former YC group partner, 2x CEO). We announced our fundraise on TechCrunch here: https://techcrunch.com/2023/07/11/prompt-engineering-startup-vellum-ai/

We’re excited to build our founding team. This initial team will play a key role in the long-term growth of Vellum.

P.S: Why the name Vellum?

• Vellum is a type of paper - the Magna Carta was written on Vellum. We intend to be the standard source of record in production

• You can’t spell Vellum without LLM 😉

What it means to be an Account Executive at Vellum

Joining Vellum this early means that you’re going to play a huge part in guiding both the business and cultural evolution of the company. Together, we’re going to face the hardest sales challenges this journey has to offer and build the sales function from the ground-up. As the team grows, you’ll be the battle hardened expert that everyone looks towards for guidance.

With great power comes great responsibility 🙂

What you’re signing up for

• Owning our sales process from qualifying new prospects, to managing deals to closure

  • Our sales cycles run 15-45 days and you’d need to run multi-threaded conversations with executives, engineers and business audiences

  • You’d also coordinate discussions with legal/procurement/security as part of the sales process

• Building your own pipeline to supplement inbound

  • You’d experiment with outbound tactics like email, social selling (LinkedIn/Twitter etc.), ABM, events etc. to build more pipeline and help us grow faster

  • Your own pipeline is expected to be 20-30% of your monthly quota

• Partnering with the CEO to standardize sales processes

  • We would figure out together how to streamline discovery, demo, objection handling

  • We’d negotiate favorable pricing and business terms with our customers by selling business outcomes and quantifiable value. We’re continuously experimenting with ways to drive up ACV

• Collaborating closely with the rest of the company

  • Marketing: Close partnership to determine which channels are working and how to get more inbound leads

  • Product & Engineering: Serve as voice of customer and share what prospects are looking for to inform the roadmap

• Serving as a cultural pillar of the team

Who we’re looking for

• You’ve had minimum 3 years of quota carrying experience at a B2B startup. You should have also met or exceeded your quota consistently

• You have prior experience selling 5 & 6 figure ACV contracts

• You’ve worked at a Seed, Series A or Series B startup

  • Bonus: worked as an early sales team member at a startup

• You’ve sold a highly technical product to engineering teams. After ramping up in the new role, you should be able to articulate technical concepts in a simple, precise language to both our technical & non-technical buyers. Our buyers include ML engineers, data scientists & data engineers

  • Bonus: you’re already familiar with Gen AI / LLM space

• You’re excited to roll up your sleeves to build the sales function from the ground-up

Working at Vellum

• We’re laser focused on helping companies bring AI into production and providing real value. Decision making is simple: if what we do allows more users to bring AI to production, then we do it!

• Don’t just cut corners – cut the right corners. What can you do with 10% of your time to get 90% of the desired impact? Now that you only spent 10% of the time doing something, imagine how much more can be done with the rest of your time!!

• Everyone is a 1000x team member when they’re passionate about the problems they’re solving and love the people they’re working with

• Because we trust each other, we can move fast and have fun doing it 😄

About Vellum

At Vellum, our mission is to be the primary platform companies use to bring AI into production. AI is the biggest technology shift since the internet – the applications of it are everywhere! We expect the world to be dramatically different in the future as foundation models get better and better. We intend to be the platform layer that brings this amazing technology to life in production use cases.

We enable companies to bring real business value from AI / LLMs. The output generated by AI / LLMs is usually stochastic and bringing AI into production requires robust testing and choosing the right model for the job. We’ve seen companies spend months of engineering time building good tooling for this (time which could be spent on their core end user facing product) yet despite this, they struggle to get the best results out of these models. Our platform provides companies best in class tooling to use their own data in production AI applications.

We’re a YC W23 company, raised $5m, and are backed by top investors like Rebel Fund, Eastlink Capital, Arash Ferdowsi (co-founder of Dropbox), Dharmesh Shah (co-founder of Hubspot), Dan Scholnick (board member of Weights & Biases, Docker, New Relic), and Divya Bhat (former YC group partner, 2x CEO). We announced our fundraise on TechCrunch here: https://techcrunch.com/2023/07/11/prompt-engineering-startup-vellum-ai/

P.S: Why the name Vellum?

• Vellum is a type of paper - the Magna Carta was written on Vellum. We intend to be the standard source of record in production

• You can’t spell Vellum without LLM 😉