Founding Account Executive (Founding GTM)
Location: San Francisco, CA (5 days onsite)
Work Model: In-person, ~25–30% travel
Compensation: $250K OTE (50/50 split) + meaningful equity

About the Company

Our partner is a fast-growing, Seed-stage enterprise software company backed by top-tier investors. With a lean team of ~10 and strong early traction (approaching a couple million in revenue with triple-digit growth), they’re building a platform that helps enterprises understand how work actually gets done — and where to optimize or automate it.

They sell into mid-market companies (1,000–5,000 employees), partnering directly with executives to improve operational efficiency and decision-making. The team is high-intensity, sharp, and deeply focused on building — a true in-person, builder-first culture.

About the Role

This is a Founding AE / Founding GTM hire — the first sales hire at the company. You’ll work directly with the founders to own revenue and help build the sales motion from the ground up.

You’ll run a full-cycle, pilot-driven sales process: leading executive-level discovery, designing and executing 2-week pilots, and converting those into $150K+ deals. Beyond closing, you’ll help shape messaging, refine the sales process, and build the playbooks that future AEs will follow.

This is a high-ownership role with clear upside into enterprise sales or early GTM leadership as the company scales.

Responsibilities

• Own full-cycle sales from discovery through close
• Engage senior stakeholders (CEO, CFO, COO) in consultative sales conversations
• Design and execute tailored pilots aligned to customer success criteria
• Convert pilots into six-figure contracts
• Contribute to messaging, positioning, and early GTM strategy
• Help build repeatable sales processes and playbooks
• Generate pipeline as needed alongside emerging BDR support

Requirements

• 1–4 years of Account Executive or full-cycle sales experience
• Proven ability to close or originate six-figure deals
• Experience selling to executives or senior stakeholders
• Strong communication and executive presence
• High ownership, adaptability, and comfort operating in ambiguity
• Willingness to work in person in San Francisco

Nice to Have

• Startup or early-stage experience (Seed–Series B)
• Experience selling data, infrastructure, or technical products
• Background at high-performance environments (e.g., Databricks, Snowflake, Palantir, Glean)
• Experience with pilot/POC-based sales motions