Founding Account Executive

C

Calbuco Consulting

Founding Account Executive

San Francisco, CA
Full Time
Paid
  • Responsibilities

    San Francisco (Onsite)

    We're working with an early-stage, well-funded startup building an AI-driven product designed to help revenue teams make faster, better decisions.

    This is the first sales hire, not stepping into an existing playbook, but helping build it from the ground up. You'll work directly with the founders to shape how the product is sold, define the go-to-market motion, and turn early traction into a repeatable revenue engine. **
    **

    What You'll Do

    • Own the full sales cycle end-to-end: prospecting, discovery, demo, close, and early expansion
    • Sell into a mix of warm accounts and net-new opportunities, helping define outbound motion
    • Run high-quality discovery conversations that uncover real business pain and urgency
    • Drive deals forward through structured, thoughtful follow-up and clear next steps
    • Partner closely with the founders on messaging, positioning, and go-to-market strategy
    • Build and refine the early sales playbook, what works, what doesn't, and why
    • Act as a trusted advisor to revenue leaders (CROs, VP Sales, RevOps)
    • Help shape how the product is brought to market as the company scales

    What We're Looking For

    • 5–8 years of experience closing B2B SaaS deals
    • Strong discovery skills, able to go beyond surface-level needs and uncover real business pain
    • Consistent, structured follow-up habits that move deals forward
    • High level of coachability, able to absorb feedback quickly and adjust in real time
    • Proven ability to operate in early-stage or ambiguous environments
    • Ownership mentality, comfortable building without a defined playbook or support structure
    • Strong communication skills with the ability to simplify complex ideas

    Nice to Have

    • Experience selling into revenue teams (Sales, RevOps, Customer Success)
    • Background in startup environments or 0→1 builds
    • Ability to adapt messaging across different personas and use cases
    • Resourceful and creative in solving problems and unblocking deals

    Why This Role

    • True founding AE opportunity, you'll define how this company sells
    • High ownership and direct impact from day one
    • Tight feedback loop with founders and product
    • Clear path to sales leadership as the team scales
    • Opportunity to join an AI-first product at a pivotal stage