Founding Account Executive

Job Description

About Onaro\n

AI agents are becoming a real line item — and finance teams can't see it. Onaro's product, Meridian , is the FinOps platform for AI agent spend: we meter every dollar agents consume, give finance teams controls to cap and route that spend, and prove ROI to the board. Think "CloudHealth for AI spend."

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We're pre-revenue with product live, infrastructure built, and a qualified outbound list ready. You'd be our first sales hire, working directly with the founder — a 30-year infrastructure veteran and fractional Chief AI Officer.

The role\n

You'll own the revenue motion end to end:

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• Run outbound to CFOs, VPs of Finance, and Controllers from our existing 617-contact list, and build your own pipeline on top of it
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• Lead our diagnostic-first sales motion: free two-week Agent Spend Assessment → annual contract ($18K–$50K+ ACV)
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• Run discovery and assessment readouts with finance leaders; translate agent spend findings into business cases
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• Close our first 10 customers and document what works into a repeatable playbook
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• Own HubSpot end to end: pipeline hygiene, sequences, forecasting
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• Feed market signal back into product and positioning
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What we're looking for\n

Required:

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• 4+ years closing B2B SaaS deals sold to finance buyers — FinOps, spend management, procurement, ERP, or FP&A software (e.g., CloudHealth, Cloudability, Coupa, Ramp, Vertice, or similar)
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• Early-stage experience: you've been rep #1–3 somewhere, sold without case studies or brand air cover, and sourced your own pipeline
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• Consultative, assessment- or pilot-led selling motion; comfortable running a POC as the wedge
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• Fluency in finance language — you can hold a credible conversation about budget variance, unit economics, and chargeback without an SE in the room
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Strong pluses:

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• Category-creation experience (sold something the buyer had no budget line for)
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• FinOps or cloud cost management domain knowledge; FinOps Certified Practitioner a bonus
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• Former practitioner (FinOps analyst, cloud cost consultant) who moved into sales
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This is probably not for you if:

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• You're used to marketing-generated pipeline, SE support, and an established brand
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• Your background is transactional/velocity sales (SMB one-call-close, PLG-assist)
  
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