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.