Founding Enterprise Account Executive

About this position

At Mondrio we’re on a mission to build the future of pricing: agentic pricing management. We see many brilliant companies that deliver great products, but forget a key part: How to monetize the value they are delivering.

We believe that monetization should be data-driven and that it should not be a one-time exercise. It should be something that evolves as products, markets, or sales motions change. Our AI-native platform equips companies to bring that pricing intelligence into strategy and deal decisions.

We believe the highest-stakes pricing decisions still need an expert in the room that foster a long-term relationships with our clients. That expert is you. You lead customer engagements end-to-end: guide the highest stakes decisions, onboard teams to make best use of our platform, and turn learnings into signals that makes our AI pricing engine sharper.
About Mondrio
Mondrio is a fast-growing startup built on deep pricing experience from our founding team who have run 150+ pricing engagements. We’ve seen firsthand how companies struggle with pricing and leave money on the table. We’ve also seen firsthand how companies that make pricing a continuous capability thrive.

Our team is designed to deliver that capability. Today our team of eight has pricing experts and engineers. Our main hubs are San Francisco and Amsterdam, which means we cover North American and European market. We believe that those markets are key to building a category-defining company.

We're backed by investors who've helped build leading tech companies and expect to grow the team 4-5x in the coming 12 months. Joining now means you’ll actively shape the product, the team, and the way we run engagements. If that kind of ownership and entrepreneurship sounds energizing rather than daunting, then this role is for you.

What you'll do

Own the full enterprise sales cycle

• Source and win new enterprise logos end-to-end: prospecting, discovery, business-case development, commercial negotiation, and close.
• Run sharp, consultative discovery with the leaders who own pricing and growth (CFOs, CROs, CPOs, and heads of monetization) connecting their problems to what Mondrio does.
• Own an ambitious revenue target, keep a healthy pipeline week to week, and forecast it accurately.

Build the sales motion from scratch

• Design Mondrio's enterprise playbook (outreach, qualification, deal structure, our own commercial terms, and close mechanics) then document and iterate it so it scales to the AEs who follow you.
• Partner directly with the founders on GTM strategy, ICP, and positioning; carry what you learn in the market back into how we sell.
• Set the CRM discipline and operating rhythm the sales team will inherit: pipeline hygiene, prioritization, clean forecasting.

Sell AI-native, with AI

• Direct AI agents to automate the repeatable parts of the buyer's journey (research, prospecting, personalization, follow-up) and keep your judgment on the moments that actually move a deal.
• Build and improve your own AI workflows to cut toil and sharpen execution. This is core to how we work, not a nice-to-have: we practice what we sell.

Be a trusted advisor and make the product better

• Become a genuine partner to customers: bring real commercial and pricing insight, set expectations honestly, and sell on the roadmap where it fits.
• Work inside the Mondrio platform on live deals, and give product and engineering specific feedback on what wins, what stalls, and what's needed next.

Your first 90 days

• Get deep on the product, the pricing category, and our ICP; sit in on live founder-led deals to learn the motion as it runs today.
• Build your pipeline: run high-intent outbound and work early inbound into qualified enterprise opportunities.
• Take your first deals end-to-end, from discovery through to your first closed-won.
• Start codifying what works into the beginnings of a repeatable playbook: outreach that lands, discovery that qualifies, objections and how to handle them.
• Provide structured feedback from the field so we build the right things next.

What we're looking for

• 5-8+ years years of enterprise B2B tech sales experience in technology, with a track record of closing high ACV deals end-to-end, from self-sourced prospecting to signature.
• Proven success carrying and exceeding a revenue target in a fast-paced environment; you generate your own pipeline rather than wait for it.
• Excellent communication and demonstrated ability to run multi-stakeholder enterprise deals and build consensus up to the C-level.
• Experience automating workflows or building automations to handle the repeatable components of a sales process.
• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities
• Real excitement about advanced AI, and the confidence to direct AI-driven work in your own selling. You don't need to build it yourself.
• Success and an ability to thrive in a fast-paced, high-ambiguity startup environment.
• Experience with a CRM and sales-engagement tooling (e.g., Salesforce, Gong).
• Professional fluency in English.
• Nice to have: Working experience with pricing, monetization or CPQ/billing solutions.

How we work

We deeply care about ownership and equipping our team to take it. In practice, every person here owns outcomes and scopes their own work — there's no layer between you and the problem. Our product is AI-native, and so is the way we sell: AI does the heavy lifting on research, prospecting, and analysis, and the human stays in the loop for the calls that matter. As our founding AE, you sit right at that seam and you set the standard for everyone who sells here after you.

What we offer

• Compensation: $200,000 – $250,000 OTE (base + commission) per year.
  Plus meaningful equity through our employee stock option plan (ESOP). We aim to be highly competitive on cash and generous on equity — joining at this stage means a real stake in what we build together.
  This compensation and benefits information is based on our good faith estimate for this position as of the date of publication and may be modified in the future. Employees based outside of the US will receive a different benefits package. The level of pay within the range will depend on a variety of job-related factors, including where you place on our internal performance ladders, which is based on factors including past work experience, relevant education, and performance on our interviews or in a work trial.
• Benefits: A market-conform package, including health coverage, pension/retirement provision, generous paid time off, and paid parental leave.
• Full ownership of your pipeline and of the enterprise sales motion end-to-end.
• A team where your impact is visible.
• An opportunity to be part of a fast-growing company.
• Daily work with, and real influence over, a cutting-edge AI pricing engine.
• Continuous exposure to the newest AI tools and techniques.