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.