Koi — Founding Account Executive

Koi — Founding Account Executive
Type:

Full-time | On-site (NYC, 4 days in-office) | Brooklyn, NY Compensation:

$90,000–$120,000 base + 20% uncapped commission (1.5x accelerator above quota) — $180,000–$240,000 OTE + competitive equity Hiring count:

1 Visa sponsorship:

None available Reports to:

Co-founders

About Koi
Koi builds AI-native, agentic revenue-recovery and back-office automation for mid-market companies, starting with line-item reconciliation and collections. They sell outcomes, not tools — applying incoming cash automatically and wrangling the investigative work on cases that don't reconcile cleanly, turning collections into a way to strengthen customer relationships rather than erode them. Customers are mid-market businesses with complex billing flows, including manufacturing and SaaS companies, with deal sizes of $30K–$75K ACV on ~2-month sales cycles.

Founded: 2024 | Team size: 4 (two engineer co-founders + two engineers) | Stage: SeedIndustry: AI Finance/Ops ToolsWebsite: usekoi.comOffice: Brooklyn, NY

Why Candidates Should Join

Ground-floor GTM seat:

First sales hire on a 4-person team — you define what works rather than inherit a playbook.

Clear leadership path:

Projects to VP Sales / Growth Lead as Koi scales; set up the foundation for and eventually lead future GTM hires.

Strong upside:

$180–240K OTE with 20% uncapped commission and a 1.5x accelerator above quota; competitive founding-hire equity.

Category timing:

AI is rewriting how back-office software is sold in the mid-market, with headcount cost as the value driver and customer budgets growing accordingly.

Intake Call Summary

Not provided on the role page. An intake video is posted, but no transcript or written summary was available to parse. Request from David if a summary is needed before scoring.

The Role
Koi is hiring its Founding Account Executive to build the go-to-market motion from the ground floor and own the full sales cycle. The motion is currently 100% outbound.

What You'll Be Doing

80+ cold calls per day with disciplined outbound execution

Full-cycle sales: prospecting, discovery, demo, negotiation, close on $30–75K ACV deals

Build the outbound playbook from scratch — scripts, objection handling, sequencing

Join the co-founders on first calls to absorb the pitch and feed back insights that tune the motion

Refine ICP alongside the founders as Koi iterates on the mid-market segment (manufacturing + SaaS)

Set up the foundation for future GTM hires

Tech stack:

Clay, Apollo, comparable outbound tooling + CRM workflows

Requirements

1-3 years full-cycle B2B SaaS or SDR-to-AE

Heavy cold calling experience Clay / Apollo / CRM tooling

High-agency, playbook-building

NYC 4 days in-office

Green Flags

Cold calling killer: knows how to work a phone, handles objections like a pro, has run high-volume outbound at a prior role

High-agency operator with a hustler mentality (responsive at all hours, finds the work, doesn't wait for direction)

Built outbound playbooks from scratch, knows how to write scripts and structure sequences

Sold to mid-market finance ops, accounting, or back-office buyers at a prior startup

Wants the projection path to GTM leadership and is excited to be the first hire setting up future ones

Red Flags

Expects to be handheld or handed a playbook.

No cold calling experience. The role is 80+ calls/day.

Pure inbound AE without outbound chops. Koi's pipeline is 100% outbound today.

Mid-career operator wanting Manager title. This is a roll-up-sleeves founding AE seat.

Needs visa sponsorship. Koi is not sponsoring at this stage.

Role Details
Salary $90,000–$120,000 base OTE $180,000–$240,000 (50/50 split) Commission 20% of ARR, uncapped, 1.5x accelerator above quota Quota 5x base ($450K at $90K base / $600K at $120K base) Equity Competitive (founding GTM hire) On‑site policy NYC, 4 days in-office (downtown Brooklyn) Visa sponsorship None available Employment type Full-time Location Brooklyn, NY Benefits Medical, dental, vision; 401(k) (no match)

Screening Questions

None provided on the role page. The interview process includes a Mock Sales Call stage; request the specific screening questions from David if a call is planned before submission.

Interview Process
Stage 1 — Pending Approval

— Candidates awaiting initial approval. Stage 2 — Intro Call

— Initial conversation. Stage 3 — Mock Sales Call

— Live sales simulation. Stage 4 — Meet the Team

— Team interview. Stage 5 — Offer Extended

Stage 6 — Hired

— Candidate accepts and starts.

Ideal Companies & Backgrounds

Not provided on the role page.

Ideal Candidate Profiles

Not provided on the role page.

Rejected Candidate Feedback

None on the role page.

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