Founding Account Executive / Founding Sales Lead / Head of Revenue

Are you ready to shape the commercial future of a rapidly growing AI platform built on state-of-the-art technology? Do you want to take the #1 open-source solution for federated and decentralized AI — already trusted by Fortune 500 companies and 6000+ developers — and drive its enterprise growth and adoption? Are you passionate about building the future of AI alongside a world-class machine learning (ML) team, within a remote-first culture that values ownership and initiative? Then Flower Labs is the place for you.

About the company

Flower Labs is the world-class AI startup behind Flower, the most popular open-source framework and ecosystem in the world for training AI on distributed data and compute resources using federated learning. Trusted by industry leaders such as Mozilla, Banking Circle, Samsung, Temenos and Bosch, Flower empowers organizations to improve their AI models on sensitive data that remains securely distributed across organizational silos or user devices. In a world where most AI relies on centralized public datasets — just a fraction of the data available — we believe unlocking access to (orders of magnitude more) private data will drive the next breakthroughs in artificial intelligence.

Flower Labs is a Y Combinator (YCW23) graduate and backed by top-tier investors and renowned angels, including Felicis, First Spark Ventures, Mozilla Ventures, Hugging Face CEO Clem Delangue, GitHub Co-Founder Scott Chacon, Factorial Capital, Betaworks, and Pioneer Fund. Together, we are redefining how AI is built, deployed, and scaled for privacy, collaboration, and real-world impact.

About the role

As our first hire solely focused on enterprise accounts and revenue, you will play a pivotal role in shaping Flower Labs’ commercial strategy and driving our next phase of growth. This role goes beyond traditional sales leadership to include the alignment and optimization of our sales, marketing, customer success, and partnership approaches, all with the goal of maximizing revenue growth. This role will require frequent travel, and require spending time in both Europe and the US having face-to-face meetings with key customers, attending industry events, and engaging with engineering and leadership teams in Flower Labs.

You will architect and execute our entire revenue engine, uniting cross-functional efforts to accelerate the adoption of both our open-source and enterprise solutions. Your vision and leadership will be instrumental in shaping our go-to-market approach, refining our business model, and establishing scalable commercial processes. Initially, you will drive all parts of this process yourself, and work with existing members of the Flower Labs team towards outcomes; but, upon reaching commercial milestones, additional hires of this kind will be made.

This is a rare opportunity to shape the commercial foundation of a category-defining AI platform, drive the future of decentralized and privacy-preserving ML technologies, and help scale a world-class tech startup into a global leader.

Go-to-Market Strategy

• Develop and execute a comprehensive go-to-market and revenue strategy, spanning open-source adoption, enterprise sales, design partnerships, and additional commercial channels.

• Identify and prioritize market opportunities for decentralized AI solutions, leveraging data and insights to adapt to evolving customer needs and industry trends.

• Own revenue forecasting, pipeline management, and performance analysis, ensuring targets are consistently met or exceeded.

Product-Market Fit

• Partner closely with engineering teams to ensure continuous market feedback directly informs our roadmap, feature prioritization, and market positioning.

• Establish robust feedback loops with customers, leads, and partners to validate product-market fit and identify emerging needs or opportunities.

• Ensure our solutions consistently address real-world customer challenges, maximizing adoption, satisfaction, and long-term value.

Customer & Partner Engagement

• Build, nurture, and expand strategic relationships with key customers, partners, and stakeholders across the AI and open-source communities to drive revenue growth.

• Define and continuously refine key target customers, personas, and market segments through data-driven insights and market research.

• Develop and iterate compelling value propositions, innovative pricing models, and clear ROI frameworks tailored to the unique needs of our customer segments, ensuring alignment with business objectives and maximizing customer lifetime value.

Process & Systems Optimization

• Implement scalable processes, tools, and systems (e.g., CRM, analytics) to support efficient revenue operations and decision-making.

• Establish and monitor KPIs to track progress, inform strategy, and drive accountability across teams.

About the team

You can expect a collaborative, fast-paced start-up environment containing a team of experts in their respective fields, in which everyone learns something new every day. Since we are still in the early phases of our ultimate mission (i.e., taking decentralized AI mainstream), you will have the opportunity to contribute ideas, be heard, and influence the direction of the company across the board. On a personal level, we value collaboration over competition. We're working in a highly competitive field and believe we can only win by collaborating and acting as one team.

About you

We are seeking a seasoned revenue leader to own our commercial strategy, drive exponential revenue growth, and thrive as a key member of our collaborative, high-performing team.

Must-have qualifications

• 5+ years of experience in revenue or account leadership roles (e.g., Account Executive, Partnership Manager, Sales Lead, GTM Specialist) within high-growth SaaS, AI, software or open-source technology companies.

• Proven track record of building and scaling recurring revenue operations, ideally in both startup and enterprise environments that target AI, software or related industries.

• Demonstrated ability to develop and execute successful go-to-market and partnership strategies in dynamic, competitive markets - especially for early startups.

• Hands-on builder mindset with a proven ability to independently execute and scale early-stage commercial functions — from GTM strategy and lead generation to closing deals. You thrive in “do-it-yourself” environments and don’t rely on having a team to get results.

• Exceptional leadership capabilities, with experience aligning cross-functional teams to ambitious goals.

• An analytical and data-driven approach to strategy, forecasting, and performance management.

• Exceptional communication, negotiation, and relationship-building skills in English, with the confidence to engage effectively with C-level executives, strategic partners, and internal stakeholders.

• Foundational knowledge of machine learning concepts and terminology. Passion for open-source, AI, and driving positive change in the technology landscape.

Optional qualifications

• Deep understanding of developer-focused go-to-market strategies, open-source business models, and enterprise sales cycles.

• Ability to read or write basic code (e.g., Python, JavaScript) to facilitate communication with technical teams.

• Expert knowledge of machine learning concepts and terminology.