About this role
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 CompanyOur 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 RoleThis 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.
ResponsibilitiesOwn full-cycle sales from discovery through closeEngage senior stakeholders (CEO, CFO, COO) in consultative sales conversationsDesign and execute tailored pilots aligned to customer success criteriaConvert pilots into six-figure contractsContribute to messaging, positioning, and early GTM strategyHelp build repeatable sales processes and playbooksGenerate pipeline as needed alongside emerging BDR support
Requirements1–4 years of Account Executive or full-cycle sales experienceProven ability to close or originate six-figure dealsExperience selling to executives or senior stakeholdersStrong communication and executive presenceHigh ownership, adaptability, and comfort operating in ambiguityWillingness to work in person in San Francisco
Nice to HaveStartup or early-stage experience (Seed–Series B)Experience selling data, infrastructure, or technical productsBackground at high-performance environments (e.g., Databricks, Snowflake, Palantir, Glean)Experience with pilot/POC-based sales motions