Founding Account Executive

ABOUT THE ROLE This is a rare opportunity to be the first dedicated sales hire at a fast-growing B2B SaaS company pioneering the value intelligence category — AI-powered software that helps go-to-market teams automate business cases, prove ROI, and scale value selling across the full customer lifecycle. Zero churn. A small but mighty team. A product already trusted by dozens of enterprise customers. Every deal to date has been closed by the founding CEO. That worked to build an early customer base. This hire — you — is responsible for taking the mid-market motion from founder-led to repeatable and scalable. The CEO will continue co-selling on larger strategic accounts; you own the mid-market independently. WHAT YOU'LL DO - Build your own pipeline. There is no SDR team. You'll 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 pipeline. - Run full-cycle mid-market deals. You own the entire sales cycle from first meeting to signed contract: discovery, multi-threading across buying committees of 5–10 stakeholders, positioning with economic buyers (typically the CRO), navigating procurement, and closing. - Engage sophisticated buyers. Your typical contacts are Heads of Value Engineering, VPs of Sales, and CROs at high-growth SaaS companies. These buyers know what great selling looks like — you need to have done this work yourself, not just talk about it. - Partner on expansion. Stay involved post-close to identify upsell and expansion opportunities in partnership with the Implementation Lead. You are incentivized on expansion revenue. - Build and defend business cases. Use the platform's value intelligence capabilities to build rigorous ROI analyses and business cases for prospects — this is core to the product and your pitch. WHAT WE'RE LOOKING FOR Required: - Proven ability to own an end-to-end mid-market SaaS sales process — sourcing pipeline, qualification, negotiation, and closing — independently - Strong experience building, presenting, and defending business cases and ROI analyses with executive-level stakeholders - Excellent written and verbal communication and negotiation skills; comfortable engaging CROs, VPs of Sales, and procurement teams - Self-starter mentality — you don't need leads handed to you and can generate your own pipeline from scratch - Authorized to work in the United States without employer-sponsored visa (visa sponsorship is not available) Nice to Have: - Background in value engineering, sales enablement, or GTM software - Experience selling to or within high-growth SaaS organizations - Prior experience as an early or founding sales hire building a repeatable motion from scratch - Familiarity with Salesforce or similar CRM and enterprise sales workflows COMPENSATION & BENEFITS - OTE: $200,000 – $270,000 (base + variable) - Equity: 0.3% – 1.0% - Early-stage equity with meaningful upside in a category-defining company LOCATION This role is on-site in San Francisco, CA. Remote work is not offered. Candidates must be willing and able to work from the San Francisco office.