Reports to:
CEO
Location:
Remote in North America
Base Salary:
$90,000 – $100,000 CDN, plus earned commission
Equity Opportunity:
Yes
Type of Vacancy:
New Role
About
Frugal AI
Frugal is building the first Application Cost Engineering platform. We help engineering teams reduce cloud and AI spend by fixing inefficiencies directly in code, not just tuning infrastructure or negotiating rates. Our customers are companies running production workloads across AWS, GCP, Datadog, and AI platforms.
We are an early stage, venture backed startup. Our founders have a track record of 3 successful exits in previous startups.
The Role
We are looking for our first Account Executive to take Frugal from zero to one in sales. Partnering with the CEO, you will make a significant impact on the go-to-market direction for the company. This is not a role for someone stepping into a well-defined motion with mature processes, and inbound volume. You will help shape the sales motion itself.
You will work directly with the founders to:
Close early design partner and paid customers
Refine our ideal customer profile (ICP), messaging, pricing, and sales process
Turn technical curiosity into repeatable revenue
This role blends selling, discovery, feedback, and GTM experimentation. Comfort with ambiguity is mandatory.
What You’ll Do
Own the full sales cycle from first conversation to close
Sell to engineering leaders, FinOps teams, finance and technical buyers
Run deep discovery on cloud application deployments and cost drivers
Translate technical value into business outcomes like margin improvement and cost avoidance
Work closely with product and engineering to relay customer feedback and shape the roadmap
Help define early sales assets including pitch decks, demos, ROI models, and pricing
Close the first cohort of reference customers and case studies
Lay the foundation for a scalable sales motion
Who You Are
5 to 10 years experience selling developer tools, infrastructure software, or cloud platforms
Prior experience as an early sales hire at a startup, ideally first or second AE
Comfortable selling highly technical products to senior engineers and architects
Strong discovery skills and the ability to sell consultatively
Self-directed, resourceful, and comfortable without heavy process or enablement
Able to work directly with founders and influence company direction
Motivated by building something from scratch, not just hitting a quota handed to you
Nice to Have
Experience selling FinOps, observability, DevOps, or cloud infrastructure tools
Familiarity with AWS, GCP, Kubernetes, Datadog, or modern SaaS architectures
Experience closing early enterprise or mid-market technical buyers
Background as an engineer or strong technical curiosity
What Success Looks Like
First 6 months: close initial paying customers and validate ICP and messaging
First 12 months: establish a repeatable sales motion and consistent pipeline
Become the reference point for how Frugal sells and why customers buy
Why Join Frugal
First sales hire with meaningful influence on product and GTM
Direct access to founders and leadership
Competitive base, meaningful commission, and equity
Competitive Benefits package
Opportunity to define a new category at the intersection of engineering and FinOps
We thank all applicants; however, only those selected for an interview will be contacted. Upon completion of the recruitment process, all candidates interviewed will be notified if they are not selected for the role.
We use AI support tools to screen applicants for minimum role requirements.
At Frugal, we celebrate diversity and are committed to creating an inclusive environment for all employees.
Frugal has an accommodation process and provides accommodation for applicants with disabilities. If you require any accommodation because of a disability or a medical need, please contact us with your request.