Founding Account Executive

📋 Description

• • Own the entire revenue cycle from first cold email to multi-year renewal. You will prospect into Fortune 1000 manufacturers and distributors, run discovery calls that surface pain around supplier risk, tariffs, and working-capital surprises, craft CFO-ready business cases that quantify labor saved, expedite cost avoided, and inventory risk reduced, shepherd legal, infosec, and IT through pilots, and close six-figure ARR deals that land and expand.
• • Build pipeline like a founder, not a follower. Expect to self-source 40-60 % of your funnel through creative outbound—industry events, LinkedIn sequences, warm intros from investors, even walking plant floors. You will maintain a named-account list, run multi-threaded campaigns, and keep Salesforce so clean that your forecast is trusted in board meetings.
• • Sell value, not features. Translate messy, spreadsheet-driven supplier-management workflows into crisp “before vs. after” narratives. Quantify ROI in CFO language—FTE hours eliminated, stock-out risk reduced, tariff exposure hedged—and secure executive sign-off from COOs, CPOs, and VPs of Supply Chain.
• • Run tight, transparent processes. Build mutual close plans with Procurement, Ops, Finance, and IT; document next steps, owners, and dates; and never let a deal slip because of surprise blockers. Your CRM hygiene becomes the template the next ten AEs copy.
• • Collaborate cross-functionally to shape the product and the playbook. Debrief wins and losses daily in Slack, feed real-world objections to Product & Engineering, co-author case studies and ROI calculators, and help design the next feature that makes your next deal easier.
• • Expand accounts ruthlessly. Land a single workflow—say, supplier onboarding—and then widen to adjacent use cases like risk monitoring, PO collaboration, or tariff impact simulation as our agentic surface area grows. Your expansion revenue will outrun your new-logo number.
• • Travel with purpose. We are remote-first (US & Canada) but believe deals close faster face-to-face. Expect to be on the road 20-30 % of the time visiting plants, attending industry events, and breaking bread with champions and economic buyers.
• • Thrive in a high-trust, high-intensity culture. We keep score, celebrate wins loudly, and give direct feedback in real time. You will be surrounded by founders who have scaled unicorns before and teammates who treat every lost deal as a learning sprint.