# Founding Account Executive

**Company:** [Concourse](https://hotfix.jobs/companies/concourse)
**Location:** New York, NY
**Role:** Account Executive
**Experience:** 4+ years
**Skills:** B2B SaaS Sales, Full-Cycle Sales, CRM, Sales Playbooks, Enterprise Sales, Fintech, Discovery Selling, Quota Attainment, Go-to-Market Strategy, Procurement Management
**Posted:** 2025-11-15

> 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.

## Job Description

## 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.

## Similar roles

- [Territory Account Executive, UWS](https://hotfix.jobs/jobs/249f6519-595c-4242-8a6b-d0516783e9cf) - Square - New York, NY - $35 – $64/hr
- [Strategic Account Executive](https://hotfix.jobs/jobs/61bd2878-bb3f-4459-bbf4-71c7046f782a) - ezCater - Remote - $120k – $150k/yr
- [Enterprise Account Executive, Privy](https://hotfix.jobs/jobs/c8a867d3-258c-41b3-93f1-1df58006f44f) - Stripe - New York, NY
- [GTM Account Executive](https://hotfix.jobs/jobs/57ac6d9a-3f50-4285-9df9-c3dba6728231) - ZoomInfo - Remote - $154k – $235k/yr
- [Enterprise Account Executive](https://hotfix.jobs/jobs/4639d749-adcd-4f6b-9170-624c4467b820) - Bestow - Remote - $119k – $140k/yr

**Apply:** https://hotfix.jobs/jobs/63af74a1-a1fe-4005-a19f-6c88aceccd01
**Canonical:** https://hotfix.jobs/jobs/63af74a1-a1fe-4005-a19f-6c88aceccd01