Deepgram

• Build, lead, and scale a high-performing Enterprise AE organization focused on Fortune 500 and strategic accounts. • Own enterprise revenue growth across new logo acquisition and expansion within named accounts. • Drive executive engagement strategy across top accounts, including C-suite relationship development, executive sponsor alignment, and strategic account reviews. • Personally engage in Deepgram’s largest and most strategic opportunities from discovery through close. • Partner with Sales Leadership on territory planning, account segmentation, forecasting, pipeline strategy, and enterprise GTM execution. • Coach Enterprise AEs through complex sales motions including MEDDPICC qualification, mutual action plans, procurement navigation, competitive displacement, and executive-level negotiations. • Develop and scale co-sell motions with hyperscalers, UCaaS/CCaaS providers, and global systems integrators. • Implement AI-enabled workflows and tooling to improve account planning, forecasting accuracy, deal velocity, and operational scale. • Build data-driven systems for strategic account planning, white space analysis, pipeline management, and expansion modeling. • Hire, onboard, and develop world-class enterprise sales talent. • Foster a culture of accountability, collaboration, transparency, and operational excellence. • Establish strong performance management cadences with clear expectations, coaching, and measurable outcomes.

• Own the GSI Strategy • Build and execute Deepgram’s strategy across named GSI and consulting partners • Develop joint value propositions, account plans, solution plays, and executive governance cadences • Establish Deepgram as a strategic AI and voice partner within each organization • Drive Partner Revenue MotionsLead and scale: • Sell-to motions: Embed Deepgram into partner AI platforms, accelerators, and delivery frameworks • Sell-through motions: Enable partners to package and deliver repeatable enterprise AI offerings • Sell-with motions: Co-sell into enterprise accounts alongside partner account teams and Deepgram sellers • Build Partner-Sourced Pipeline • Own partner-sourced and partner-influenced pipeline targets • Drive measurable revenue outcomes through strategic co-sell execution • Instrument forecasting, attribution, and reporting across the partner funnel • Create Joint Solutions & Enablement • Partner with Product, Engineering, Solutions, and GTM teams to develop industry-specific offerings and reference architectures • Build scalable enablement programs including certifications, sales plays, demos, and technical training • Enable hundreds — and eventually thousands — of partner sellers and practitioners • Operate AI-NativelyThis role is intentionally AI-forward. You will use AI systems, agents, automation, and workflows to scale partner operations efficiently and intelligently. • Represent Deepgram Externally • Serve as a senior external face of Deepgram across executive briefings, partner summits, QBRs, and industry events • Develop a strong point of view on the future of Voice AI, enterprise AI transformation, and the GSI ecosystem • Partner Cross-Functionally • Collaborate closely with Enterprise Sales, Solutions Engineering, Product, Marketing, Legal, and Leadership teams • Remove friction and accelerate partner-driven revenue growth

• Build and manage strategic partner relationships across APAC • Develop joint value propositions, GTM plans, and regional co-sell motions tailored to local market dynamics • Establish Deepgram as a strategic Voice AI partner across key ecosystems in the region • Partner closely with hyperscalers, ISVs, CCaaS/CX platforms, GSIs, telcos, and regional integrators • Generate and accelerate partner-sourced and partner-influenced pipeline across APAC markets • Support co-sell opportunities through customer meetings, presentations, workshops, and negotiations • Identify, develop, and close new partner-driven opportunities across ANZ, ASEAN, Japan, Korea, India, and Greater China • Monitor pipeline progression and maintain strong forecasting discipline • Align regional execution with global revenue and partnership goals • Identify and onboard new strategic partners aligned with Deepgram’s platform and regional expansion priorities • Help launch new partner motions, regional programs, and GTM initiatives • Collaborate internally to develop partner enablement content, localized assets, and solution positioning • Participate in regional partner and customer engagements, both virtual and in-person • Stay informed on APAC market trends, competitive dynamics, AI adoption, regulatory requirements, and sovereign AI initiatives • Act as a strategic voice for APAC market needs internally

• Own the Strategic Partner Strategy • Build and execute Deepgram’s strategy across named technology partners including Genesys, Databricks, Snowflake, and major telecom providers • Develop joint value propositions, account plans, integration strategies, and executive governance cadences • Establish Deepgram as a strategic Voice AI and AI infrastructure partner within each ecosystem • Position Deepgram as an embedded Voice AI layer inside partner platforms and ecosystems • Enable partners to package and deliver repeatable AI-powered offerings to enterprise customers • Co-sell into enterprise accounts alongside partner field teams and Deepgram sellers • Own partner-sourced and partner-influenced pipeline targets • Drive measurable revenue outcomes through strategic co-sell execution • Instrument forecasting, attribution, and reporting across the partner funnel • Partner with Product, Engineering, Solutions, and GTM teams to develop integrations, marketplace listings, reference architectures, and industry-specific offerings • Build scalable enablement programs including certifications, sales plays, demos, integration kits, and technical training • Enable hundreds — and eventually thousands — of partner sellers, solution architects, and practitioners • Serve as a senior external face of Deepgram across executive briefings, alliance reviews, partner summits, and industry events • Collaborate closely with Enterprise Sales, Solutions Engineering, Product, Marketing, Legal, and Leadership teams • Remove friction and accelerate partner-driven revenue growth

• Set the standard for end-to-end design quality across high-stakes surfaces • Design for the full complexity of our domain • Deliver interaction design and prototypes at a level of craft that sets the standard for the team • Drive our design system from AI-ready to AI-native • Shape what the team needs to learn and how it learns • Set and uphold a high bar for execution across teams • Elevate how the team operates • Partner with cross-functional leadership to shape strategy • Mentor designers and contribute to hiring

• Lead monthly and quarterly ARR and revenue forecasts across Enterprise and Self-Service motions. • Build and maintain driver based ARR and revenue models (pipeline, conversion, ramp, pricing, usage and expansion). • Partner closely with RevOps and Data teams to establish automated CRM data pipelines that feed your models continuously. • Translate leading indicators (pipeline coverage, win rates, sales cycles, usage trends) into forward looking insights. • Provide scenario modeling for pricing changes, sales capacity investments and expansion strategies. • Monitor retention, expansion and cohort trends • Support quota setting, commission calculations, territory design and capacity planning • Evaluate marketing funnel performance, CAC, payback and ROI by channel • Provide clear, data driven insights to influence GTM investment decisions • Drive monthly business reviews and performance reporting

• Own technical accounting across the topics that will define our audit and S-1, including revenue recognition (ASC 606), stock-based compensation and equity transactions (ASC 718), capitalized software (internal-use and software to be sold), leases (ASC 842), business combinations (ASC 805), and complex financing instruments. • Own GAAP financial statement preparation and footnote disclosures from the ground up, including MD&A and the disclosures required for registration. • Quarterback the external audit — build the policy library, stand up the PBC process, and serve as the primary technical point of contact for auditors. Defend positions independently. • Scope and manage external technical accounting advisors — direct their work, decide when to bring them in versus execute in-house, and hold them to our standards. • Own the relationship with valuation specialists on 409As, purchase price allocations, and intangible asset valuations. • Partner with tax advisors on international transfer pricing and intercompany accounting. • Lay the foundation for SEC reporting (S-1, 10-K, 10-Q) and SOX readiness — design the workflows, controls, and calendars that will support public-company operations. • Develop and document accounting policies that are clear, defensible, and scalable. • Leverage AI aggressively — for research, memo drafting, tie-outs, disclosure benchmarking, and workflow automation — and build your own tooling where it helps. • Build the team as we scale.

• Stand up the tax function from foundation. You're our first dedicated tax hire, working from a clean slate with outside advisors. Set the operating model, the positions, the calendar, the tooling. • Own the multi-state nexus picture — payroll, customer, and economic nexus across our remote workforce and customer footprint. Build the registration and compliance roadmap and execute it. • Define and defend US federal tax positions — R&D credit (§41), §174, capitalized software, equity comp deductions, pre-IPO restructuring. • Build our international tax foundation. We're early in global expansion and you'll own the design from the ground up — transfer pricing model and intercompany agreements, IP location and migration, GILTI/FDII, entity structure, permanent establishment risk. • Build the sales and use tax operating model — taxability, nexus monitoring, registrations, returns, exemption certificates. Strong opinions on the right tooling. • Quarterback external tax advisors — direct, scope, and decide what stays in-house. Today: Big 4 federal compliance. You'll scope SALT, international, and transfer pricing engagements as needed. • Partner with the Director, Technical Accounting & FR on equity comp (ASC 718 / IRC 409A), business combinations (ASC 805 / §338, PPAs), capitalized software, and complex financing instruments. • When the time comes, build our first ASC 740 provision from scratch — workpapers, footnotes, disclosures, tie-outs — with the rigor an external audit and S-1 require. We're not yet running a provision; you'll stand it up as audit prep requires it. • Lay the foundation for public-company tax disclosure and SOX readiness — workflows, controls, and calendars to support 10-K / 10-Q tax footnotes. • Use AI extensively — research, memo drafting, nexus analysis, transfer pricing benchmarking, peer disclosure scraping, workflow automation — and build your own tooling where it helps. • Build the team as we scale.

• Support monthly, quarterly, and annual GL close — prepare assigned reconciliations, post journal entries, hit close calendar deadlines. • Prepare account reconciliations across cash, accruals, prepaids, fixed assets, intercompany, AP, and others — with documentation that holds up to audit. (AR reconciliations sit with the revenue accounting team.) • Prepare recurring and accrual journal entries with appropriate support; flag cutoff or judgment calls to the Director of Accounting. • Partner with our offshore AP team on day-to-day AP — review their work, handle exceptions and escalations, support vendor onboarding, and prepare AP reconciliations. • Process and review expense reports; support intercompany, fixed asset, and prepaid schedules. • Contribute to flux analysis — pull the variances, draft initial commentary, escalate the unexplained ones to the Director of Accounting. • Support external audit PBC requests — pull the documentation, prepare the schedules, respond to auditor questions on assigned areas. • Follow and help improve the close playbook the Director of Accounting maintains. Suggest improvements; flag what's broken. • Use AI in your daily close work — for reconciliation matching, anomaly detection, JE drafting support, narrative drafts, vendor lookups. Bring back what works to the rest of the team. • Support tax, treasury, and FP&A counterparts on data and reporting needs as requested.

Company OverviewDeepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. Company Operating RhythmAt Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. Note: this role is based out of the EMEA territory. Regional Expectations - Based in an EMEA time zone with strong overlap to customer business hours. - Excellent written and spoken English. Additional European languages are a strong plus. OpportunityDeepgram is looking for an Account Executive to drive new customers and revenue to our rapidly growing company. You will have the opportunity to sell a patented world-class voice AI platform that has been enabling our customers to achieve things previously not attainable. We are looking for hungry and talented sales professionals to help us take our top-line revenue to new heights! What You'll Do - Self-prospecting to build a strong sales pipeline of new logos, striving to exceed quarterly and annual sales targets, as well as partnering with the Marketing and SDR teams to generate meetings - Work closely with cross-functional teams (especially Sales Ops and Sales Engineers) to ensure sales effectiveness - Have a depth of understanding regarding customer needs in the voice AI space, competition, and Deepgram products to be able to articulate Deepgram’s value proposition fully to highly technical buyers - Establish and maintain relationships with key stakeholders, work with CSMs to drive upsell opportunities and manage existing accounts ongoing You’ll Love This Role If You - Value having leadership that has tenure and a track record of success - Thrive working with A Players as cross-functional partners across GTM - Understand the importance of selling a product that is market validated and can deliver on its technical promise - Believe there should be no cap to upside and want control of account up-sell potential - Are passionate about what Deepgram is building and how we are changing what is possible with speech It’s Important to Us That You Have - Proven experience in a technical full-cycle sales role - Experience building your own pipeline from scratch and closing accounts - Consistent overachievement against sales targets in past experiences - Strong written and verbal communication skills - Empathy and a unique ability to understand customer needs - Highly organized with exceptional follow-up skills due to managing multiple opportunities at any given time - Ability to drive a consistent and repeatable sales process with a coachable/adaptable mindset based on other rep success. - It Would Be Great If You Had - Familiarity with Challenger or Triangle sales methodology - Experience selling to a technical audience in a similar space - Experience selling developer tools, infrastructure, or AI/ML technologies. - Fluency in German, French, Dutch, or other major regional languages. Benefits & Perks* Holistic health - Medical, dental, vision benefits - Annual wellness stipend - Mental health support - Life, STD, LTD Income Insurance Plans Work/life blend - Unlimited PTO - Generous paid parental leave - Flexible schedule - 12 Paid US company holidays - Quarterly personal productivity stipend - One-time stipend for home office upgrades - 401(k) plan with company match - Tax Savings Programs Continuous learning - Learning / Education stipend - Participation in talks and conferences - Employee Resource Groups - AI enablement workshops / sessions *For candidates outside of the US, we use an Employer of Record model in many countries, which means benefits are administered locally and governed by country-specific regulations. Because of this, benefits will differ by region — in some cases international employees receive benefits US employees do not, and vice versa. As we scale, we will continue to evaluate where we can create more alignment, but a 1:1 global benefits structure is not always legally or operationally possible. Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $215M in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you! Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. We are happy to provide accommodations for applicants who need them.