Founding Account Executive
Content + Source + Freshness • 12 Dec 2025 • 95% confidence
Offer value
This role stands out for its potential earnings, involvement in strategic decision-making, and partnership with the founding team.
- Salary range of $150,000–$300,000/year plus commissions.
- Active involvement in shaping sales strategies with founders.
- High earning potential in a competitive sales landscape.
- Requires a proactive and results-driven mindset.
Pros
- Significant salary range ($150,000–$300,000) with strong commission potential.
- Direct contributions to shaping the mid-market sales strategy.
- Opportunity to work alongside the founding team in strategy development.
Cons
- High performance expectations with competitive quotas.
- Sales-driven environment may demand significant overtime hours.
- Possibly limited support structures due to startup nature.
Who it's for
Mid-level / Senior • In-office
Good fit
- Experienced sales professionals in B2B environments.
- Those with a sales growth mindset looking for high rewards.
- Candidates who thrive in dynamic and competitive spaces.
Not recommended for
- Newcomers to sales without record of performance.
- Individuals seeking stable job environments without pressure.
- People who do not enjoy self-sourcing sales opportunities.
Motivation fit
Key skills
About the job
Role
We’re looking for a high-velocity seller to drive net-new mid-market ARR. You’ll run end-to-end cycles for 25k–80k ACV deals (with the occasional six-figure win): prospecting into named accounts, partnering with BDRs and Marketing, running crisp discovery and tailored demos, and closing with discipline. Your job is to turn qualified interest into closed-won logos and set up land-and-expand momentum.
You’ll work directly with the founding team to sharpen our MM playbook - messaging, demos, proposals, and competitive positioning - while keeping a steady drumbeat of monthly bookings.
Responsibilities
First week
- Ramp on our ICP, platform, pricing/packaging, roadmap, and competitors.
- Learn our sales process and CRM standards; align on qualification and forecast hygiene.
- Shadow discovery, demo, and proposal calls; review recent wins/losses for patterns.
- Draft an initial plan with a named account list and vertical theses
First month
- Execute your plan: open qualified opportunities through a blend of self-sourced outbound and BDR-sourced leads.
- Run rigorous discovery and deliver tailored demos tied to measurable outcomes; document stakeholder maps and buying processes.
- Advance late-stage opportunities with mutual action plans; begin multi-threading beyond the initial champion.
- Provide tight feedback loops to founders/Product on messaging gaps, objections, and competitive intel.
First 3 months and beyond
- Maintain healthy 3x+ coverage on near-term goals with qualified pipeline; deliver predictable, accurate forecasts.
- Consistently hit monthly bookings as you ramp; drive strong win rates on well-qualified opportunities.
- Win the majority of head-to-head cycles against named competitors on ICP accounts through sharp positioning and objection handling.
- Negotiate with discipline; balance speed and control to shorten sales cycles without unnecessary discounting.
- Collaborate with AM for airtight handoffs that preserve momentum and accelerate time-to-value.
- Help refine playbooks for MM prospecting, discovery, demos, proposals, and competitive takeout motions.
About you
- Discovery and tailored demoing: you uncover pains quickly and translate them into crisp, value-led demos.
- Competitive execution: you handle objections and position effectively to win head-to-head.
- Qualification rigor: you run a structured process (MEDDICC or similar) and don’t waste cycles on bad fits.
- Negotiation and closing: you manage timelines, stakeholders, and commercial terms with control.
- Product/value fluency: you can explain the “why,” not just the “what,” to technical and business buyers.
- Coachability and continuous improvement: you test, measure, iterate; you keep clean data and strong forecast hygiene.
- Ownership mindset: you self-source pipeline when necessary, partner well with BDRs/Marketing, and run a tight process end to end.
Qualifications
- 2–5+ years of quota-carrying AE experience in B2B SaaS with consistent attainment in mid-market segments.
- Proven success closing 20k–80k ACV deals, with some six-figure wins.
- Bonus: experience selling to compliance, financial services, or regtech; early-stage startup experience.
Benefits
- 401k (100% match up to 6%)
- Destination Airbnb company work retreats 2–4 times a year
- Healthcare, dental, vision, etc.
