Founding Account Executive

ABOUT THE ROLE This is the first dedicated sales hire at a seed-stage B2B SaaS startup building a new category: value intelligence for enterprise and mid-market sales teams. The platform helps organizations uncover ROI, build rigorous business cases in minutes, and measure value realization across the full customer lifecycle using AI-powered agents. Until now, all revenue has been closed by the founding team. This role exists to take the mid-market sales motion from founder-led to repeatable and scalable. You will own the mid-market segment independently while the CEO continues to co-sell on larger strategic accounts. This is the most important GTM hire the company is making right now. WHAT YOU'LL DO - Build your own pipeline. There is no SDR team. You will develop a repeatable outbound motion targeting the ICP — Series C–E SaaS companies with emerging or scaling value engineering functions. Expect to prospect, network, run events, and work creative channel plays to generate your own meetings. - Run full-cycle mid-market deals. Own the sales cycle from first conversation through signed contract: discovery, multi-threading across buying committees of 5–10 stakeholders, positioning with economic buyers (typically CROs), navigating procurement, and closing. - Engage sophisticated buyers. Your counterparts are Heads of Value Engineering, VPs of Sales, and CROs at mature SaaS companies. They know great selling — you need to have done this work yourself, not just describe it. - Partner on expansion. Stay involved post-close to identify upsell and expansion opportunities alongside the Implementation Lead. You are incentivized on expansion revenue. WHAT WE'RE LOOKING FOR - Demonstrated ability to own end-to-end mid-market SaaS sales: sourcing pipeline, qualification, negotiation, and closing — independently. - Comfortable building, presenting, and defending business cases and ROI analyses with executive stakeholders. - Strong written and verbal communication; able to drive multi-stakeholder deals to close with confidence. - Self-starter who thrives without inbound leads handed to them — this role requires genuine outbound hustle. - Authorized to work in the United States without employer-sponsored visa sponsorship (visa sponsorship is not available). COMPENSATION & BENEFITS - OTE: $200,000–$270,000 (base + variable), USD, annually - Equity: 0.3–1.0% LOCATION This is a fully on-site role based in San Francisco, CA. Remote work is not offered. Visa sponsorship is not available.