Account Executive

Close new business: Run the full cycle (discovery, scoping, quote, close) and push every quoted deal to a clear yes or no

Build your own pipeline: Work inbound and partner-sourced leads, self-source the rest, and test new outbound angles with Marketing instead of running one script

Advise, don’t pitch: Learn each prospect’s bookkeeping, tax, and tax credit situation well enough to recommend the right setup

Be in the room: Represent Fondo at all Fondo events and select external SF startup events, typically 1–3 times a week, with some weeks more or fewer. Events are a core pipeline source, not an extra

Run on data: Keep HubSpot clean and report weekly on conversion rates, lead sources, and what founders are telling you

Shape how we sell: Bring what you hear back to Marketing, Operations, and our in-house accountants to sharpen targeting, messaging, and packaging

Ramp: month 1, learn the product, shadow live calls, and start building your own pipeline; month 2, run full-cycle deals with coaching against a ramped quota; month 3, carry a full quota

Team: You’ll report directly to our Manager of Startup GTM and work closely with our Head of GTM & Partnerships, an outbound SDR, and the accounting teams who deliver the services you sell

Quota-carrying AE, 2+ years: a record of winning new logos, not only growing existing accounts

Founder-ready communicator: you build trust quickly and can handle objections without getting pushy

Full-cycle and self-sourcing: comfortable generating a meaningful share of your own pipeline

Bay Area-based: able to be in SF regularly for office days, meetings, and events

CRM fluent: HubSpot or a comparable CRM

Accounting or tax background with a sales track record: ideally, you’re a former accountant or tax specialist who moved into sales and has carried and hit a quota. Experience selling accounting, tax, or related financial services to startup founders, operators or finance teams is also highly relevant

Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits

Network: existing relationships within YC, Speedrun, and the broader Bay Area startup ecosystem

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