Founding Account Executive

About Us:

Our client is a YC-backed AI startup automating a $35B market. Their AI agents already outperform human collectors 2x at a fraction of the cost. $2M annualized run rate with a team of five, targeting $10M ARR this year. The founder has personally run hundreds of sales calls and closed millions. This is a capacity problem, not a sales problem. 30 to 50% of your pipeline is handed to you through referral partners who act as fractional SDRs. The rest you hunt. Average ACV $100K with outliers at $300K to $500K. Sales cycle under a month. Commission uncapped, top performers reach $400K+.

About the Role:

This is the first dedicated sales hire. You are not inheriting a playbook; you are building one alongside the founder. We need a partner who can match that output and help scale from $2M to $10M ARR, 30 to 50% of your pipeline will be handed to you through referral partnerships with industry consultants and integrated vendor partners who effectively act as fractional SDRs. The rest you hunt yourself. Average contract value: $100,000. Outliers range from $300,000 to $500,000 Sales cycle: Under one month from first call to close within the Mid-market and Enterprise space.

What You'll Own:

• Full sales funnel from first touch through close
• Run high volumes of demos and sales calls with qualified prospects, 8 to 12 demos per day at peak
• Build a pipeline independently through outbound prospecting, relationship-building, email outreach, and creative hunting
• ·Attend conferences, trade shows, and industry events to generate leads and build relationships, approximately once per month, with some months having multiple events
• Work directly with the Founder to refine messaging, positioning, pricing, and demo flow to build a repeatable sales process
• Navigate complex sales cycles across multiple stakeholders, including executives, operators, legal, compliance, and procurement
• Follow up on signed contracts to ensure customers go live and start generating usage, since commission is tied to live revenue not contract signature

Requirements:

Must Have:

• 3+ years of experience as a front-line full-cycle AE in enterprise or complex B2B sales. Not an SDR-to-AE transition
• Proven track record of consistently exceeding quota
• Has closed $5M+ in ARR at a SaaS, fintech, or AI company in an adjacent industry
• Has helped scale a company from roughly $1M to $10M or more in revenue
• Can run 8 to 12 demos per day without losing energy or sharpness
• Build pipeline independently, wants to build the playbook, not just follow one
• Consultative and ROI-driven selling instincts, sell outcomes, not features
• Comfortable navigating multi-stakeholder deals, including executives, legal, compliance, and procurement
• Willing to travel approximately once per month for conferences and trade shows

Nice-to-Have

• Experience in the ARM or debt collection industry
• Experience selling into collection agencies, financial institutions, BPOs, or health systems
• Has built and scaled an end-to-end enterprise sales motion from scratch
• Has generated a meaningful pipeline through conferences, events, and relationship-driven selling

Compensation:

·     Annual Salary: $100,000-$150,000

·     Commission: Uncapped. Top performers closing $2M+ can reach $400K+ OTE paid after the customer goes live on usage-based revenue, not on contract signing. The commission window starts from go-live, not from the contract date, so there is no lost commission time. Short delay, but incentives are fully aligned

·     Pipeline split: 30 to 50% from referral partners, 50 to 70% self-sourced

·     Quota: $1M to $1.5M ARR annually

Job Details:

Location: New York City, NY Work

Type: In-person 4-5 days a week

Employment: Full-Time

Years of Experience: 3+ years’ experience

Salary Range: $100000 - $150000 / per year plus competitive equity

Visa Sponsorship: None