Founding Account Executive
Drives revenue by owning full-cycle sales of AI agents to finance teams and CFOs in mid-market to enterprise companies. Builds scalable GTM infrastructure, playbooks, and customer relationships in a high-growth startup. Requires 4+ years B2B SaaS sales experience.
About the job
Key Responsibilities
- Own the Sales Journey: Take prospective finance teams from discovery, through pilot, negotiation, and to a successful first deal that sets a foundation for long-term partnerships.
- Navigate Complex Enterprise Environments: Manage procurement, contracts, integrations and multi-stakeholder decision cycles that large teams require.
- Adapt the GTM Scalability Framework: Work with the founders to build scalable infrastructure from CRM workflows, sales tools, demo scripts, qualification frameworks, and renewal/expansion playbooks.
- Partner with Buyers at Every Level: Engage CFOs, controllers, FP&A heads and other finance operations leaders; translate Concourse’s value into business metrics they care about.
- Drive Expansion & Reference Value: After initial wins, help establish those customers as reference cases and design mechanisms for upsell, multi-thread engagement, and expansion.
- Feed Insights Back Into Product & GTM: Capture customer feedback, objections, feature requests, and workflow patterns and help shape how Concourse evolves.
About You
- 4+ years of experience running full-cycle B2B SaaS deals, with a track record of consistent quota attainment.
- Exceptionally strong in discovery, asking sharp questions that surface real pain and map directly to value.
- Clear, concise communicator who can speak credibly with CFOs, controllers, FP&A leaders, operators, and can translate technical/AI-driven value into business outcomes.
- Have a founder-like mindset where you enjoy building process, writing your own playbooks, and shaping how a GTM motion scales.
- Scrappy & full of ideas that can thrive in environments that are fast, ambiguous, and require high ownership.
- Preferred: Familiarity with finance systems, workflows, and how finance teams operate.
- Preferred: Experience in fintech selling, enterprise data-SaaS selling.
- Preferred: Experience as an early GTM hire or building GTM infrastructure.
Skills
B2B SaaS Sales, Full-Cycle Sales, CRM, Sales Playbooks, Enterprise Sales, Fintech, Discovery Selling, Quota Attainment, Go-to-Market Strategy, Procurement Management
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