About this role
Founding Account Executive - StartupsLocation: San Francisco (in-person, in-office, full-time ONLY)
Compensation: $350K-$500K OTE | Uncapped Commission | Offers Equity
About VirioVirio is building the next-generation B2B GTM stack.
Backed by investors and operators from LinkedIn, YouTube, HubSpot, Rippling, and Google, we help the fastest-growing B2B companies go to market through executive-led content that drives revenue.
We're hiring a Founding Account Executive - Startups to sell Virio into the startup segment: founders and GTM leaders at Series A–D B2B SaaS companies. You'll take our founder-led sales motion and turn it into a repeatable one.
What you'll do Own the full sales cycle for the startup segment: prospecting, discovery, demo, close
Self-source a meaningful share of your own pipeline, not just work inbound
Sell founder-to-founder. Speak the language of the buyer because you've been in their seat
Turn founder-led sales instincts into a documented, repeatable process others can run
Shape ICP, pricing, and packaging based on what you're hearing from real deals
Feed product and messaging directly with buyer feedback and objections
Help define what the startup-segment sales org looks like as we scale past you
What we're looking forYou've been a founder, or a founding/very early sales hire at a startup. Not general sales leadership. Actual founding experience
Direct experience with founder-led sales, either running it yourself or building the motion that replaced it
You've sold to founders or execs at early-stage startups and know how they buy
You're comfortable being the only AE, with no playbook, no SDR team, and no CRM hygiene handed to you
You self-source. You don't wait for a lead list
Track record of closing revenue in ambiguous, fast-moving environments
You think from first principles and build process rather than inherit it
Nice to haveExperience selling into vertical SaaS (FinTech, PropTech, HealthTech, data infra, LegalTech)
Comfort with $30K–150K+ ACV deal sizes
Existing network of founders/operators in the Series A–D B2B SaaS world
Prior AI-native or tooling-heavy GTM experience
Traits That Thrive at VirioHigh agency & execution bias – Takes action immediately without waiting for direction
Pipeline obsession – Focused on pipeline quality, velocity, and sustained forward momentum
Comfort with ambiguity – Energized by uncertainty and motivated by building from scratch
Direct, accountable communication – Values clarity, speed, and ownership in communication
Low ego & relentless ownership – Takes full responsibility and follows through without excuses
BenefitsWork directly with the CEO
Competitive total compensation aligned to impact and ownership
Meaningful equity upside as part of the founding team
Medical, dental, and vision insurance
401(k) plan
All meals covered in office
Relocation support for San Francisco
Company-wide annual off-site
High ownership, high trust, and fast career progression alongside world-class client partners
In-person culture with deep commitment to excellence
This is a full-time, on-site role based in San Francisco with the team coming in 6 days/week. We do not offer hybrid or remote positions.