Founding Account Executive — Enterprise Real Estate AI

About UNLOCKLAND

UNLOCKLAND is building an AI-native decision platform for real estate development.

Our platform helps developers move from thousands of potential land opportunities to a small number of investment-ready projects.

Development teams use UNLOCKLAND to:

• Discover and rank development opportunities
• Evaluate listings, broker packages and privately sourced land
• Compare multiple development strategies
• Produce test-fits and underwriting scenarios
• Coordinate planning, design, cost and investment assumptions
• Move projects through a structured decision pipeline
• Prepare investment committee materials
• Access professional review from qualified planners, architects and quantity surveyors at key decision stages

We are not selling a simple software tool. We are helping developers build a faster, more consistent and lower-risk development decision process.

The Role

We are hiring our first North American Account Executive to own complex enterprise sales from discovery through contract execution.

This is a senior individual-contributor role.

You will work directly with real estate developers, institutional investors, homebuilders, public development organizations and enterprise innovation teams.

You will be expected to understand how the customer currently finds, evaluates and approves development opportunities, quantify the financial value of improving that process, and build a credible business case for adopting UNLOCKLAND.

You will not simply run product demonstrations or respond to inbound requests.

You will lead the complete commercial process:

Qualified Opportunity

↓

Executive Discovery

↓

Workflow Diagnosis

↓

Customized Demonstration

↓

Quantified Business Case

↓

Pilot or Enterprise Proposal

↓

Security, Legal and Procurement

↓

Contract and Expansion

What You’ll Own

Enterprise Discovery

• Lead discovery with acquisition, development, investment, finance and innovation executives.
• Map how opportunities enter the customer’s pipeline and move toward investment approval.
• Understand the customer’s annual deal funnel, team structure, consultant engagement, decision cycle and current technology stack.
• Identify where the customer loses time, incurs unnecessary costs or makes inconsistent decisions.
• Distinguish genuine business pain from general interest in AI.

Value Engineering

• Quantify the financial and operational impact of the customer’s current process.
• Build business cases based on:
• Internal analysis time
• Screening capacity
• External consultant expenditure
• Abandoned-project sunk costs
• Rework
• Investment committee preparation
• Decision speed
• Development-strategy optimization
• Translate product capabilities into measurable customer outcomes.
• Defend six-figure pricing without relying on generic AI claims or feature comparisons.

Product Demonstration

• Independently run executive-level product demonstrations.
• Tailor each demonstration to the customer’s market, asset class and development workflow.
• Show the complete journey from opportunity discovery to investment decision.
• Confidently explain:
• Deal ranking
• Project creation
• Development scenarios
• Test-fit
• Underwriting
• Professional assurance
• Team collaboration
• Decision pipeline
• Investment committee output
• Coordinate with product and technical teams when deeper expertise is required.

Deal Strategy

• Build account plans and stakeholder maps for complex opportunities.
• Identify and develop an internal Champion.
• Engage the Economic Buyer early.
• Multi-thread across business, executive, finance, IT, legal and procurement stakeholders.
• Create and manage Mutual Action Plans.
• Maintain clear next steps, owners and target dates throughout the sales process.
• Anticipate blockers before they delay the transaction.

Commercial Process

• Design pilots with defined success criteria and a clear path to annual deployment.
• Prepare platform, implementation and professional-assurance proposals.
• Lead pricing conversations and commercial negotiations.
• Coordinate security review, legal review, vendor onboarding and procurement.
• Maintain accurate CRM records and forecasts.
• Own the opportunity until the contract is signed and the initial commercial conditions are completed.

Market Development

• Build strategic relationships with developers and industry stakeholders.
• Represent UNLOCKLAND at real estate, proptech and enterprise AI events.
• Provide structured feedback on customer needs, competitive positioning and pricing.
• Help refine our North American sales methodology and go-to-market strategy.
• Contribute to case studies, reference programs and account expansion plans.

What Success Looks Like

Within your first 90 days, you should be able to:

• Explain the North American development lifecycle with credibility
• Independently lead discovery calls
• Run a tailored product demonstration
• Build a customer-specific value case
• Identify Champions, Economic Buyers and procurement risks
• Manage enterprise opportunities without founder dependence
• Create qualified pipeline in the target customer segment

Longer-term performance will be measured by:

• Qualified enterprise pipeline
• Business cases completed
• Economic Buyer engagement
• Average contract value
• Win rate
• Sales-cycle discipline
• Forecast accuracy
• Paid-pilot conversion
• New ARR closed
• Expansion opportunities created

Ideal Background

You may come from enterprise SaaS, real estate technology, development services, construction technology, data platforms or professional services.

The strongest candidate will combine commercial ability with enough real estate understanding to speak credibly with senior development professionals.

Required

• 5+ years of B2B sales experience
• Experience closing complex software, data, consulting or technology contracts
• Demonstrated success selling six-figure annual contracts
• Ability to manage a full-cycle enterprise sales process
• Strong executive discovery and consultative-selling skills
• Experience building quantified business cases
• Strong presentation and product-demonstration ability
• Experience working across multiple customer stakeholders
• Familiarity with legal, security and procurement processes
• Excellent written and spoken English
• Strong CRM and forecasting discipline
• Ability to operate independently in an early-stage company

Strongly Preferred

• Experience selling to real estate developers, homebuilders, investment managers, architecture firms, engineering firms or public development organizations
• Understanding of land acquisition, development feasibility, underwriting or investment committee workflows
• Familiarity with zoning, entitlement, test-fit, pre-development or construction-cost processes
• Experience selling AI, GIS, data, financial modeling or workflow platforms
• Existing relationships within the North American development industry
• Experience creating a new enterprise software category
• Experience selling a solution that combines software and professional services

This Role Is Not a Fit If You

• Depend primarily on inbound leads
• Prefer highly transactional sales
• Avoid financial or operational discovery
• Cannot independently run a product demonstration
• Send proposals before understanding the customer’s business case
• Rely on founders or solution engineers to lead every customer meeting
• Measure progress by meeting volume rather than deal quality
• Are uncomfortable selling an evolving category
• Need extensive internal structure before taking ownership
• Treat CRM and forecasting as administrative work

How We Sell

Our sales approach is based on several principles:

• Diagnose the customer’s development workflow before presenting the platform.
• Sell measurable development-decision outcomes, not AI features.
• Use the customer’s deal funnel to quantify value.
• Engage the Economic Buyer early.
• Never run an unstructured free pilot.
• Never send a proposal without an agreed business case.
• Use AI for scale and qualified professionals for assurance.
• Reduce scope before reducing price.
• Maintain commercial discipline even in strategic opportunities.

Target Customers

You will primarily sell to:

• Multi-market real estate developers
• Institutional developers
• Multifamily developers
• Homebuilders and land developers
• Mixed-use and master developers
• Industrial and commercial developers
• Real estate investment managers
• Public land and housing organizations
• Government-backed development entities

Typical stakeholders include:

• CEO
• President
• Managing Director
• Chief Development Officer
• Head of Acquisitions
• Head of Development
• Head of Land
• Investment Director
• Innovation Director
• Digital Transformation Lead
• CIO / CTO
• Investment Committee Sponsor

Commercial Profile

The commercial model may include:

• Annual platform subscription
• Professional assurance retainer
• Initial implementation
• Data or systems integration
• Multi-year expansion

Compensation

We expect this role to have a competitive North American enterprise-sales compensation structure.

Indicative range:

• Base salary: USD 100,000–120,000
• On-target earnings: USD 200,000–300,000
• Uncapped commission
• Accelerator for quota overachievement
• Higher commission rate for qualified self-sourced opportunities
• Equity participation may be available for an exceptional early hire

Final compensation will depend on experience, territory and demonstrated ability to close enterprise contracts.

Why Join

• Become the first North American enterprise AE in a new category
• Sell directly to senior real estate decision-makers
• Own meaningful six-figure transactions
• Work closely with the founder and product team
• Influence product positioning, pricing and go-to-market strategy
• Help build the enterprise sales function from the beginning
• Join an AI-native company addressing one of the largest and least modernized decision processes in real estat

Equity Opportunity

Early team members may be eligible for stock options under the company’s equity incentive plan, subject to board approval.