Founding Account Executive

Founding Account ExecutiveBefore applying for this role, please read the following information about this opportunity found below.Location: Remote in USReports to: CEOContract: Full-time, permanentTravel: Regular travel across the territory, plus occasional national travel for conferences and customer meetingsAbout the roleStudyStash is looking for a Founding Account Executive to build our US higher education sales motion from the ground up. This is an early-stage role with real ownership: you'll help establish our sales process and playbook rather than inherit a finished one, generate your own pipeline, and own the full sales cycle end-to-end. You'll have the freedom, and the expectation, to develop and implement your own ideas about how StudyStash wins in the university market.It's a role for someone energised by building. You'll work closely with the CEO and product team, with plenty of scope to make the role your own and a genuine path into leadership as we scale.What you'll doClosing new business (60%)Own the full sales cycle end-to-end, from first outreach through to closeGenerate your own pipeline through proactive outbound across US university prospectsBook and lead discovery calls and remote demos, tailoring the pitch to Provosts, Student Success leaders, Centre for Teaching & Learning teams, instructional designers, faculty, librarians, procurement, and IT stakeholdersCarry deals through to close and help customers to the point of implementation, rather than handing off immediatelyLead RFP and procurement responses, and support pilot programmes through to institutional roll-outSales support & process (25%)Build compelling demo environments and evidence-based pitchesManage pipeline and opportunity data accurately in the CRM (Apollo)Contribute to marketing materials, proposals, and key deal communicationsShaping the motion (15%)Test approaches, learn fast, and help build the repeatable playbookFeed prospect and market intelligence back into product and marketingWhat we're looking forAround 3+ years in a full-cycle sales or AE role, ideally in Edtech, higher ed, or the broader education sectorA track record of carrying and hitting a sales targetComfortable prospecting, demoing, and closing without a large marketing engine behind youComfortable with ambiguity: happy to test, learn, and iterate in an early-stage environmentOrganised and process-driven, with strong xhyhwjd follow-up over a long sales cycleBuilds relationships by asking questions and listening, and comfortable saying "I'll go find the answer"Confident presenter to mixed academic, technical, and commercial audiencesSelf-motivated, independent, and easy to work with remotelyHappy as an individual contributor first, but keen to grow into leadership over timeBased within commuting distance of Sacramento and comfortable with a hybrid patternWhat we offerCompetitive base $100k-120kUncapped commission on ARR closed (roughly 60/40 base-to-OTE split)Hybrid working (typically 3 days/week in the Sacramento office)The chance to be our founding sales hire in a fast-growing, AI-first, mission-driven Edtech company, with a real path to leadership as we scale