Founding Account Executive

Our client is a seed-stage AI startup in San Francisco building a next-generation sales intelligence and go-to-market platform. The company is moving from founder-led sales to its first dedicated sales hire, offering a rare chance to shape the sales motion from the ground up.

This is a founding-level, full-cycle Account Executive seat working directly with the CEO to turn founder-led sales into a repeatable, scalable motion. The hire will help define who the company's highest-value customers are, how the team consistently generates pipeline, how discovery and demos are conducted, and how the company positions itself against incumbent sales intelligence and GTM platforms.

The role carries a number, but the expectation goes beyond hitting it: the hire will help build the sales machine behind the number, from qualification criteria and pipeline discipline to competitive battlecards and messaging tests. This is not a seat where a mature playbook already exists and simply needs to be followed. This role is in person in San Francisco, five days a week. Remote is considered for exceptional top performers.

• Close full-cycle deals from first touch through signed contract, across startup, mid-market, and enterprise accounts
• Self-source pipeline through cold calling, personalized outbound, email, LinkedIn, and events rather than relying on inbound or SDRs
• Turn founder-led sales into a documented, repeatable playbook, including qualification criteria, sales stages, and forecasting discipline
• Navigate the harder parts of enterprise deals, including security reviews, procurement, legal, and multi-stakeholder buying processes
• Partner directly with the CEO and product team to test messaging, pricing, and packaging, and to shape where the company moves upmarket

• 4–8 years of B2B sales experience, including at least 2 years as a closing Account Executive
• Account Executive experience at a sales intelligence, sales engagement, data, or GTM software company
• Consistent, verifiable quota attainment
• Proven track record of closing mid-market deals

• Location: San Francisco, CA (in-person, 5 days a week; remote considered for exceptional top performers)
• Employment: Full-time
• Experience: 4–8 years
• Base Salary: $140,000 – $160,000 USD per year, plus uncapped commission
• Visa Sponsorship: Not available

1. Intro with the CEO
2. Second round
3. Final round
4. Offer