Crustdata (YC) — Account Executive

Type: Full-time | On-site | San Francisco, CA (5 days in-person) Compensation: $150,000–$200,000 base + $300–400K OTE (2x, uncapped) + competitive equity Hiring count: 2 Visa sponsorship: H-1B transfers supported; no new/fresh sponsorship Reports to: Head of Sales (Chris) — no LinkedIn captured in the HTML; see flags

About Crustdata (YC)

Crustdata is building the gateway to the internet for AI agents — APIs that let AI agents access real-time data from sources of truth. As information consumption shifts from humans searching pre-crawled indexes to agents doing real-time targeted crawling, Crustdata is building the "Google" for AI agents that doesn't yet exist.

Founded: 2023 | Team size: 11–50 (Seed) | Funding: backed by Y Combinator, General Catalyst, SV Angel, A Capital, and Liquid 2 Ventures (total not disclosed) Traction: 150+ enterprise customers · just shy of $10M ARR · profitable · 10x growth in 2025 · fastest-growing company in the fall '24 YC batch Industry: AI Tools / data infrastructure Website: crustdata.com Office: San Francisco (near South Park Commons)

Why Candidates Should Join

• Category-defining product: The data gateway for the emerging AI-agent economy — no incumbent owns this yet.
• Explosive, profitable traction: 150+ enterprise customers, ~$10M ARR, profitable, 10x growth in 2025, fastest-growing in its YC batch.
• Uncapped upside: $300–400K OTE (2x, uncapped); strong performers clear $500K+, with $1M+ achievable in year two.

Intake Call Summary

Intake video present on the role page; no transcript captured. Points below are drawn from intake-derived detail in the role body.

• Hiring 2 AEs; full-cycle (inbound + outbound) — AEs own their full cycle despite a GTM engineer on the team.
• Deal range $50K–$500K ACV, sweet spot $50–200K; cycles run same-week to year-long, averaging 60–90 days.
• Performance benchmarked quarterly on revenue.
• Conversion-heavy motion: strong inbound with round-robin distribution across the current 3 reps + 1 GTM engineer.
• Team in a transitional period — no vertical focus yet, may move toward segmentation as it scales.
• Minimal travel: 2–3 conferences/year plus occasional customer visits.
• Per Chris: SDR-before-AE and ex-founder backgrounds are called out as huge pluses.

The Role

Crustdata is hiring 2 Account Executives to close mid-market and enterprise deals across a $50K–$500K ACV range, running the full cycle from prospecting through close.

What You'll Be Doing

• Full-cycle sales: prospecting, discovery, demo, negotiation, and close on $50K–$500K ACV deals.
• Convert high-volume inbound into closed deals across mid-market and enterprise segments.
• Run outbound to expand into target accounts beyond inbound.
• Maintain flexibility across deal sizes from $50K to $500K (no hard verticalization yet).
• Travel occasionally to in-person customer meetings and 2–3 conferences per year.
• Contribute to the founding sales motion as Crustdata scales toward Series A and beyond.

Requirements

• 2-7 years full-cycle B2B SaaS sales
• $50-500K ACV (sweet spot $50-200K)
• Mid-market + enterprise (NOT SMB-only)
• SDR or founding AE background a huge plus
• Technical adjacent (CS, solutions eng, ex-founder)
• SF 5 days in-person

Green Flags

• Took a company CC, AC, or AD as first or early salesperson.
• SDR-then-AE pattern at a high-growth startup
• Ex-founder (somewhat successful) now pivoting to sales
• Technical adjacent: ex-solutions engineer, CS major/minor, ex-software engineer who moved to sales, ex-data science background
• Top of team performance: ranked number 1 or 2 on a team.
• Hustle and speed signal: fast ramp, willing to grind, comfortable closing same-week deals AND working year-long enterprise cycles

Red Flags

• Databricks or Snowflake mass-hire AEs
• Slow-moving enterprise sellers without scrappy chapters.
• Job-hoppers.
• SMB-only background
• Needs new H-1B sponsorship. Transfers OK, fresh sponsorship is not.
• Quota % padding without context.

Role Details

Salary$150,000–$200,000 base + $300–400K OTE (2x, uncapped) Equity Competitive equity On-site policy SF, 5 days in-person; near South Park Commons; small relocation package for candidates outside SF Visa sponsorshipH-1B transfers supported; no new/fresh sponsorship Employment type Full-time Location San Francisco, CA

Screening Questions

None provided on the role page.

Interview Process

Precedes Stage 1: "Pending Approval" — Contrario backend gate, not a candidate-facing stage.

Stage 1 — Intro Call with Chris — Vibe check, background, culture fit. Stage 2 — 1-Hour Drill-Down — Deeper dive into sales experience; no mock, just structured questions. Stage 3 — Remote 1-on-1s — Rapid-fire one-on-ones, not a panel. Stage 4 — Final 2-Hour In-Person (SF) — Deep sit-down, may include some semblance of a mock. Stage 5 — Offer Extended Stage 6 — Candidate Hired — Candidate accepts and starts.

Ideal Companies & Backgrounds

No Ideal Companies section was present on the role page.

Ideal Candidate Profiles

For reference only — do not source these specific profiles. Labelled "DO NOT CONTACT" on the role page. Alec Powell — LinkedIn (URL not captured in the copied HTML)

Only one profile was present; if there should be more, re-copy with the section fully expanded.

Rejected Candidate Feedback

None on the role page.