Associate Account Executive
Posted Updated
Description
- You’ll close new business with founders and early finance leaders at early-stage startups, selling bookkeeping, tax, and tax credit services
- Most of your pipeline comes to you: inbound leads and SDR-booked meetings, mostly pre-seed and seed companies on our standard packages. Cycles are short and founders decide fast, so the job is sharp discovery, clear quotes, and fast follow-through
- It’s a high-volume closing seat with coaching built in and a defined path to Account Executive
- Close new business: Run discovery, scoping, quote, and close on a high volume of short-cycle deals, and push every quoted deal to a clear yes or no
- Work the pipeline you’re handed: Follow up fast on inbound leads and SDR-booked meetings, and add your own from events and referrals
- Advise, don’t pitch: Learn each prospect’s bookkeeping, tax, and tax credit situation well enough to recommend the right setup
- Know when to escalate: Flag larger or custom-scoped deals early and bring in an Account Executive to close them together
- 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
- Learn fast: Shadow AE calls, review recorded deals, and take coaching on every part of your process
- Ramp: month 1, learn the product and shadow AE calls; month 2, run your own deals with coaching; month 3, carry a full quota
- Events: you’ll start attending Fondo-hosted events and select external SF startup events from day one, with event participation as a core part of the role
- Team: you’ll report directly to our Manager of Startup GTM and work closely with our Account Executives, our Head of GTM & Partnerships, an outbound SDR, and the accounting teams who deliver the services you sell
- Path to AE: clear promotion criteria to Account Executive, set with you when you start
- Coachable and fast: you apply feedback on the next call and are comfortable with a high volume of conversations
- Quota-carrying, 1–2 years: an SDR or BDR ready to move into closing, or a closer on short-cycle deals
- Bay Area-based: able to be in SF regularly for office days, meetings, and events
- Founder-ready communicator: you build trust quickly and can handle objections without getting pushy
- CRM fluent: HubSpot or a comparable CRM
- A record of hitting a number: activity, meeting, or revenue targets you consistently met
- Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits
- Accounting or tax background, with a pull toward sales: ideally, you’re a former accountant or tax specialist who has moved into a client-facing or sales role and has early wins to show for it. Experience selling accounting, tax, or financial services to startup founders, operators, or finance teams is a strong plus
- Ambition: you want a full AE seat, and your track record suggests you’ll get there
- Network: existing relationships within YC, Speedrun, and the broader Bay Area startup ecosystem
- Don’t tick every box? Apply anyway and tell us why you’d be good at this
- Send your resume with a short note on your sales track record and why this role fits