Paragon

Role Description We're looking for an Account Executive to grow the revenue engine at Paragon. This role is ideal for a technical, consultative closer who's energized by running full sales cycles with CTOs and VPs of Engineering, and who wants real input into how a sales team builds its process, not just a quota to hit. The Account Executive will own the full sales cycle for SMB, mid-market, and enterprise accounts: - Sourcing - Qualifying - Demoing - Navigating technical evaluations - Closing - Growing the account after the deal is signed This role partners closely with: - Solutions Engineering to scope technical requirements - Marketing to run targeted outbound - GTM leadership to shape the sales playbook as the team scales Outbound pipeline generation is a muscle we are building. This person must demonstrate an ability to find deals and close deals. We have goals of 3 outbound meetings set per week. This is a full-cycle, high-ownership seat on a team that's still iterating on its process, with real room to influence how Paragon sells. We're based in Culver City (West LA). About a quarter of the team works from the office; the rest are remote across the US. Qualifications - 6+ years of full-cycle sales experience at a B2B SaaS or AI company - Closing deals in the $50k-$500k ACV range - Consistently hitting quota - Comfortable running both inbound and outbound motions - Technical enough to hold a real conversation with engineers and CTOs - Comfortable making decisions with incomplete information - Bonus: experience selling developer tools, APIs, or infrastructure, especially at an early- or growth-stage venture-backed company Requirements - Own your pipeline end to end: source, qualify, demo, navigate technical evaluations, negotiate, close, and manage renewals across SMB, mid-market, and enterprise accounts - Sell to technical buyers, including CTOs, VPs of Engineering, and product leaders - Run outbound alongside marketing: build targeted account lists, test messaging, and use email, cold calling, and intent signals - Grow existing accounts as customers add integrations and expand their use cases - Partner with Solutions Engineering to scope technical requirements - Forecast accurately, keep your CRM clean, and run a real account strategy against quarterly and annual targets - Track the integration infrastructure landscape closely enough to have an informed opinion on where we win and where we don't - Spend time with prospects and customers on site building trust and confidence that Paragon is the right solution Benefits - Competitive compensation – 50/50 split of base salary and on-target earnings - Equity - New laptop and equipment of your choice - Top-tier health, dental, and vision coverage - Unlimited PTO

• Directly engage with customers to own their onboarding process, helping them quickly learn and gain value from our platform. • Collaborate extensively with the Support team to efficiently diagnose and resolve technical issues. • Work alongside the Customer Success team to ensure Paragon customers see meaningful value from their product implementation. • Pair and partner with customers as they develop integrations, install our SDK, build syncs and actions, and author script-based workflows - ensuring they implement Paragon optimally and with an eye towards scale. • Work alongside the Success, Engineering, Product, and Marketing teams to synthesize customer feedback into actionable product enhancements. • Participate in strategic planning sessions with Customer Success, Support, and Product to ensure successful customer implementations and renewals. • Contribute to the development and refinement of our help center, marketing materials, and documentation, ensuring technical accuracy and usefulness. • Drive initiatives aimed at improving customer adoption and product usability. • Create and maintain technical documentation and training resources that empower both customers and internal teams. • Advocate for and implement solutions that enhance both the product and the customer experience.

• Own Paragon's messaging and positioning, from homepage copy to the pitch deck to how sales answers "how are you different from Merge?" • Build a messaging framework that gives sales, content, and partnerships a shared source of truth on how we talk about ourselves • Run product launches end-to-end. You own the process and timeline, not just the blog post • Build and maintain sales enablement assets that reps actually use: decks, one-pagers, battle cards, objection handling • Develop ICP personas for both segments: AI-native builders and enterprises reinventing as AI companies • Share the success, or failure, of Marketing campaigns with Demand Gen • Own competitive intelligence across Merge, Prismatic, Composio, Workato, and others. Our competitive set spans legacy iPaaS to AI-native infrastructure. Picking which fights to pick is part of the job. • Plug into product planning before code ships, not after.

• Own major parts of the Workflow Engine architecture and help drive how it evolves as the product and customer base scale. • Design, build, and operate backend services for workflow ingestion, orchestration, execution, and observability using TypeScript (NestJS), Postgres, Redis, Kafka, and Kubernetes. • Build systems that process external and internal events, evaluate workflow triggers and logic, and execute multi-step workflows reliably across distributed infrastructure. • Improve how we manage workflow state, including long-running executions, step coordination, cancellations, replay, and auditability. • Raise the bar on reliability and observability: logging, metrics, tracing, dashboards, alerting, and tooling that helps both engineers and customers understand what happened in a workflow run. • Partner closely with product and design to shape workflow capabilities, execution behavior, and developer-facing abstractions that are both powerful and understandable.

• Build and maintain automated test coverage for the Workflow Engine using Playwright • Validate critical product flows end to end, from workflow creation and configuration through execution and debugging • Test backend services, APIs, webhooks, and asynchronous workflow behavior in addition to UI flows • Design coverage for complex scenarios including retries, branching logic, partial failures, race conditions, scheduling, and long-running execution • Partner closely with engineers and product managers to improve testability, clarify acceptance criteria, and catch issues earlier in the development cycle • Improve the quality of our CI signal by reducing flakiness, increasing reliability, and making failures easier to debug • Build reusable fixtures, test data setup, helpers, and tooling that make automation easier to write and maintain • Investigate product issues and test failures deeply to identify root cause and prevent recurring regressions • Help define the quality strategy for one of the more complex parts of the Paragon platform

• Own the cross-team quality strategy across Paragon’s product surface area • Define and enforce a clear testing strategy across unit, integration, end-to-end, and live-environment testing • Partner with engineering teams to reduce reliance on manual regression and increase high-value automated coverage • Help define which test coverage should live in the monorepo and which should live in QA-owned live-environment automation • Establish clear release gates, smoke suites, and risk-based regression standards • Help evolve our quality systems so Paragon can deploy dozens of times per day with high confidence • Work with embedded QA engineers to improve consistency in test planning, test case design, bug reporting, release validation, and automation priorities • Coach teams on what quality ownership should look like for new features so automation is built in rather than added later • Drive improvements in test reliability, flake reduction, coverage quality, and release confidence • Partner with platform and SRE on environment stability, deploy verification, rollback confidence, and post-release checks • Improve the way we triage escaped defects and use them to strengthen the right layer of coverage • Help shape a quality operating model where QA is focused on high-leverage work rather than acting as a bottleneck for every release • Act as a player-coach when needed by reviewing test plans, contributing to automation strategy, and jumping into important quality problems directly

• Own major parts of the Managed Sync architecture — from ingestion pipelines to storage and APIs — and drive its evolution as we scale. • Design, build, and operate backend services for Managed Sync using TypeScript (NestJS), Postgres, Redis, Kafka, and Kubernetes. • Implement new syncs and integrations across file storage, document, CRM, and other SaaS APIs — including auth, pagination, rate limits, and webhooks. • Design and evolve Synced Object schemas and data models that can represent large, complex external systems in a reliable, queryable way. • Build robust batch and incremental sync flows: backfills, change tracking, retries, dead-letter handling, and idempotent processing. • Raise the bar on reliability and observability: logging, metrics, tracing, dashboards, and SLOs, and use them to guide engineering priorities. • Partner with product, design, and GTM to deeply understand customer use cases (RAG ingestion, analytics replicas, bidirectional sync) and turn them into technical designs and roadmaps. • Collaborate with the Permissions / auth teams to ensure that synced data always respects native permissions and never leaks across tenants. • Provide technical leadership: mentor other engineers, influence engineering practices, and be a go-to person for hard debugging and design decisions.

• Build and maintain core services that power integrations in production (connectors, shared integration components, and platform APIs). • Improve the developer experience for building and operating integrations: faster iteration loops, stronger tooling, clearer debugging and observability. • Design and ship resilient integration behavior: retries/backoff, rate limiting, pagination patterns, idempotency, and error handling. • Partner with product and customer-facing teams to deliver integrations that are correct, maintainable, and easy to support. • Raise quality and reliability through testing strategy, monitoring/alerting, incident learnings, and operational improvements. • Participate in an on-call rotation for production systems and contribute to incident response and postmortems.