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.