Head of Sales, Digital Native at AssemblyAI in San Francisco, CA

Job description

Why AssemblyAI AssemblyAI builds the best-in-class Voice AI models powering the next generation of voice applications. We have a lab, and we also power our own models in our own proprietary inference environment. Our models serve 500M+ inference calls monthly, and process nearly 2 million hours of audio daily. The Voice AI space is at an inflection point; we’re looking for the best talent we can find to join a rapidly scaling team that's defining the future of the industry. We are one of the most capital-efficient AI companies on the planet - and are rapidly approaching $1M ARR per employee. We sit among the top 5 most revenue-dense teams within the fastest-growing AI companies today. We have thousands of customers building with us including the top startups and world-renowned enterprises, and are serving at tremendous scale: we process nearly 2 million hours of audio daily and handle more than 15 million API calls every day. This is a rare growth-stage opportunity where the business is proven, the revenue is durable, and the growth trajectory is steep and getting steeper. We have a super flat culture and expect our employees to be deeply intimate with the details at all levels. If you've ever felt buried under layers of bureaucracy, starved of real ownership, or frustrated watching your work disappear into a slow-moving org, AssemblyAI is built differently. The company operates as a true meritocracy, with no heavy planning or approval processes and no gatekeeping on the tools or information you need. For anyone who genuinely cares about voice AI, not as a trend to chase, but as a technology to build, this is the place where the most interesting problems at the most interesting scale are being solved by a team small enough that you'll actually know everyone's name. About the role: We're looking for a Head of Sales, Digital Native to build and lead the sales organization covering the fastest-growing segment of our business: digital native and AI-native companies building on voice. Today this is a small, high-performing team selling into a targeted list of the best accounts building with voice. You will scale it into a multi-layer organization of Account Executives and the front-line managers who lead them, while growing revenue across AssemblyAI's Voice AI models, orchestration like our Voice Agent API, and LLM Gateway. This is a builder's role, not a caretaker's. You will own the hiring bar, the org design, the territory and target account model, the comp plans, and the operating cadence for the segment. You will personally recruit and develop the first wave of front-line managers, and you'll be accountable for making a scaling AE org productive fast - not just filling seats. You'll report to the VP of Customer Solutions and work in tight partnership with Applied AI Engineering, Forward Deployed Engineering, Marketing, Engineering, and Research. Our motion is technical, product-led, and evaluation-driven: customers choose us because we win benchmarks and ship the best customer experience. Your team's job is to get in front of the right builders early, build relationships, get them to run an evals, and convert wins into production usage that compounds. What You'll Do: Build and lead the digital native sales organization - scaling from a small team of AEs and BDRs today to a larger sales org within the next year Own the land number for the segment, focusing on bringing in net new customers and helping them scale up their usage in production Hire, onboard, and develop front-line managers; establish the bar, the interview loop, and the ramp plan that make new AEs productive in weeks rather than quarters Design the segment's coverage model - territories, target account tiers, and specialization across a large digital native account list where every company has a real production voice use case Build the operating system for the team: forecasting, pipeline inspection, deal reviews, quota and comp design, and the metrics that tell you