Founding Account Executive - Startups

FOUNDING ACCOUNT EXECUTIVE • STARTUPS Location: San Francisco (in-person, in-office, full-time ONLY) Compensation: $350K-$500K OTE | Uncapped Commission | Offers Equity ABOUT VIRIO Virio is building the next-generation B2B GTM stack. Backed by investors and operators from LinkedIn, YouTube, HubSpot, Rippling, and Google, we help the fastest-growing B2B companies go to market through executive-led content that drives revenue. We're hiring a Founding Account Executive • Startups to sell Virio into the startup segment: founders and GTM leaders at Series A–D B2B SaaS companies. You'll take our founder-led sales motion and turn it into a repeatable one. WHAT YOU'LL DO • Own the full sales cycle for the startup segment: prospecting, discovery, demo, close • Self-source a meaningful share of your own pipeline, not just work inbound • Sell founder-to-founder. Speak the language of the buyer because you've been in their seat • Turn founder-led sales instincts into a documented, repeatable process others can run • Shape ICP, pricing, and packaging based on what you're hearing from real deals • Feed product and messaging directly with buyer feedback and objections • Help define what the startup-segment sales org looks like as we scale past you WHAT WE'RE LOOKING FOR • You've been a founder, or a founding/very early sales hire at a startup. Not general sales leadership. Actual founding experience • Direct experience with founder-led sales, either running it yourself or building the motion that replaced it • You've sold to founders or execs at early-stage startups and know how they buy • You're comfortable being the only AE, with no playbook, no SDR team, and no CRM hygiene handed to you • You self-source. You don't wait for a lead list • Track record of closing revenue in ambiguous, fast-moving environments • You think from first principles and build process rather than inherit it NICE TO HAVE • Experience selling into vertical SaaS (FinTech, PropTech, HealthTech, data infra, LegalTech) • Comfort with $30K–150K+ ACV deal sizes • Existing network of founders/operators in the Series A–D B2B SaaS world • Prior AI-native or tooling-heavy GTM experience TRAITS THAT THRIVE AT VIRIO • High agency & execution bias – Takes action immediately without waiting for direction • Pipeline obsession – Focused on pipeline quality, velocity, and sustained forward momentum • Comfort with ambiguity – Energized by uncertainty and motivated by building from scratch • Direct, accountable communication – Values clarity, speed, and ownership in communication • Low ego & relentless ownership – Takes full responsibility and follows through without excuses BENEFITS • Work directly with the CEO • Competitive total compensation aligned to impact and ownership • Meaningful equity upside as part of the founding team • Medical, dental, and vision insurance • 401(k) plan • All meals covered in office • Relocation support for San Francisco • Company-wide annual off-site • High ownership, high trust, and fast career progression alongside world-class client partners • In-person culture with deep commitment to excellence This is a full-time, on-site role based in San Francisco with the team coming in 6 days/week. We do not offer hybrid or remote positions.