Enterprise Account Executive

Enterprise Account Executive | San Francisco, USA

A well-capitalized, early-stage fintech startup is building an AI-native ERP platform aimed at replacing the legacy accounting software mid-market and enterprise finance teams have been stuck with for decades. Backed by top-tier venture capital and moving fast, the company is scaling its sales organization aggressively to go after a massive, still-underserved market. The sales team was originally founder-led and is now scaling into a real function — this is a ground-floor seat where you'll help build the playbook, not just work one that already exists.

The Role

You'll own the full sales cycle end to end, from self-sourced outbound pipeline through discovery, live demo, and signed contract, selling a complex, transformative product to finance, IT, and executive buyers at companies ranging from young high-growth businesses to publicly traded enterprises. Deals typically run 9-12+ weeks with ACVs ranging from five-figure mid-market to $100K+ enterprise, and you'll be navigating real buying committees — multiple economic buyers, procurement, security review, and legal negotiation — rather than single-threaded deals. This is a build-it-yourself, hunter-and-closer seat: you'll work closely with GTM, Partnerships, Marketing, and BDRs to prioritize and grow inbound, work directly with the founding team on GTM strategy, and your prospect insights and deal patterns will feed directly back into the sales playbook and product roadmap.

Key Responsibilities

• Own the full sales cycle from self-sourced pipeline generation through discovery, demo, and signed contract.
• Run deals across the mid-market and enterprise spectrum, with 9-12+ week sales cycles and ACVs from five-figure to $100K+.
• Generate your own outbound pipeline while collaborating with GTM, Partnerships, Marketing, and BDRs to prioritize and grow inbound.
• Multi-thread across finance, IT, security, and executive stakeholders, navigating complex buying committees, procurement, security reviews, and legal negotiation to close.
• Help build the sales playbook — talk tracks, battlecards, and deal patterns — that the growing team will follow.
• Feed prospect insights and GTM input back to the founding and product teams to help shape strategy and the roadmap.

Your Future at the Company

This is a young, fast-moving sales org where promotions have happened within months for strong performers, and the path to Senior AE or an Enterprise AE / leadership track is built around performance, not tenure. The company is small enough to evaluate every case individually, and high performers have moved up quickly. Growth here comes with real ownership upside through equity.

Who You Are

You've spent 5+ years running full-cycle B2B SaaS deals and know how to self-generate pipeline, run your own demos, and close without a lot of hand-holding — whether that's a mid-market deal or a complex, multi-stakeholder enterprise cycle. You're a hunter who's equally comfortable building pipeline from scratch and working strong inbound, you thrive with high autonomy and few playbooks to lean on, and you're comfortable navigating finance, IT, and executive buying committees. Ideally, you've sold ERP, accounting, or finance software before. You want a seat where the sales motion is still being built and your input actually shapes it.

Required Qualifications

• 5+ years of experience closing full-cycle B2B SaaS or enterprise software deals (candidates with 7-12 years and $100K+ ACV experience will be considered for the Senior Enterprise AE track).
• Experience selling ERP software, accounting or finance software, or other complex B2B SaaS products.
• Track record of running live demos and owning the entire sales cycle independently, including self-sourcing pipeline alongside working inbound leads.

Preferred Experience

• Background selling into finance organizations with multi-stakeholder buying committees.
• Experience multi-threading across finance, IT, security, and executive stakeholders, and navigating procurement, security review, and legal negotiation to close (a plus for the Enterprise AE track).

Compensation & Equity

$130K-$200K base plus $150K-$200K uncapped commission (OTE $300K-$400K), scaled based on level and experience. Meaningful equity.