Founding Account Executive

ABOUT THE ROLE

This is a rare opportunity to be the first dedicated closer at a fast-moving, pre-seed AI startup operating in the talent acquisition and HR tech space. As the Founding Account Executive, you will own the full sales cycle — from discovery through signature — for mid-market and enterprise deals. You'll work shoulder-to-shoulder with the founding team to build the sales playbook from scratch, shape go-to-market strategy, and lay the foundation for a sales organization you'll eventually lead. This is a high-autonomy, high-ownership role for someone who thrives in ambiguity and wants to make a lasting impact on a company's trajectory.

Visa sponsorship is not available for this role.

WHAT YOU'LL DO

• Own the complete sales cycle — discovery, demo, negotiation, and close — for mid-market and enterprise customers
• Self-source pipeline through both warm and cold outbound, alongside inbound qualification
• Build and continuously refine the closing playbook, including pricing strategy, objection handling, and deal stage definitions
• Partner directly with founders on go-to-market strategy and positioning decisions
• Drive expansion revenue from existing customers through upsell and cross-sell
• Hire and mentor BDRs as the sales organization scales

WHAT WE'RE LOOKING FOR

Must-haves

• 2–6 years of experience as an Account Executive at a high-velocity startup or in finance, with a consistent track record of beating quota
• Demonstrated full-cycle sales ownership — you've sourced, run, and closed your own deals (not exclusively worked handed-off pipeline)
• Proven success with cold outbound prospecting, including at least one significant deal sourced entirely through cold outreach
• Experience closing mid-market and/or enterprise deals with complex, multi-stakeholder sales cycles

Strong pluses

• Experience building and documenting sales processes, playbooks, or methodologies
• Experience managing expansion revenue or upsell opportunities within existing accounts
• Experience hiring, training, or managing SDRs or junior sales staff
• Track record of rapid promotion or accelerated career progression within a sales organization
• Experience working directly with founders or C-level executives on GTM strategy and pricing
• Prior startup founding experience, competitive achievement, or a demonstrated record of tackling difficult objectives in an unconventional way
• Background in recruiting, talent, or HR technology verticals

The ideal candidate: You execute at high velocity, bring structure without bureaucracy, and have done something exceptional — started a company, won a meaningful competition, or otherwise demonstrated that you operate differently from the average seller.

COMPENSATION & BENEFITS

• Base salary: $130,000 – $180,000 USD annually (plus variable/commission)
• Equity participation in an early-stage, high-growth startup
• On-site in San Francisco, CA

LOCATION

This role is on-site in San Francisco, CA. Candidates must be authorized to work in the United States — visa sponsorship is not available.