Account Executive, Equipment Financing

Background

Substrate builds fintech infrastructure to grow America’s industrial GDP, starting with captive finance-as-a-service for equipment vendors.

Today, only the largest manufacturers like Caterpillar and John Deere offer financing in-house; everyone else sends customers to external lenders with outdated processes and tight credit boxes. Substrate unlocks in-house financing for the other 99.5%, enabling more sales and a new revenue channel.

In just a few months since launch, we've partnered with some of the largest machine sellers in the world—including auctioneers, dealers, marketplaces, and manufacturers—across manufacturing, construction, energy, agriculture, and more. Our vision is to own financing—the most critical transaction in equipment sales—and expand outward, like Stripe with payments, to build the financial operating system for equipment: insurance, banking, invoicing, warranties, liquidations, and more.

Our team comes from SpaceX, Anthropic, Ritchie Bros, Ramp, and other leading companies. We raised a seed round co-led by Floodgate (first investors in Lyft/Twitter) and the CEO of Holt, the biggest Caterpillar dealer in America.

About The Role

We're hiring an Account Executive to turn submitted applications into booked loans. Applications come in; your job is to call the customer, walk them through the approved terms and sell them their offer, get the paperwork right, and close the loan.

You'll be the point person borrowers interact with—walking them through their application on the phone, answering questions, keeping deals moving—and you'll carry a quota measured on loans closed.

We hire on ability, not pedigree. We are completely meritocracy-based: we don't care where you went to school or what's on your résumé—we care whether you can be a top-tier salesperson. Close deals and you'll move up fast.

What you'll do..

• Call approved customers to present their offer and close the loan

• Deliver an exceptional customer experience

• Provide customer support, e.g., responding to emails and phone

• Ensure all required customer paperwork is complete, accurate, and submitted on time

• Contribute to the team culture by representing our Cultural Principles

Why consider Substrate

• First-mover in a wide-open, massive market. This industry is packed with outdated lenders selling undifferentiated products with no technology behind them. You're not pitching vendors "another lender" — you're bringing them something they haven't seen before.

• Equity in a company that's scaling fast. We're VC-backed, growing quickly since launch, and planning our next raise within the year. Your upside here is real, not symbolic.

• Build something lasting: The opportunity to define Substrate's sales culture and organizational DNA — not inherit someone else's.

• A problem worth solving. We're building a 10x better solution that America's critical industries desperately need. Our products make it easier to run businesses in the real economy: manufacturing, construction, food production, and beyond.

Requirements

• Proven ability to exceed sales quotas

• Exceptionally fast learner

• Strong sales, negotiation, and verbal IQ

• Strong writing skills

• Strong attention to detail

• Strong organization—you don't leave messages on read, and you keep an organized to-do list

• Highly curious—you ask a lot of questions and try new tools frequently

• AI power user—you use AI daily to work faster, while applying your own judgment and editing to produce clear work, not slop

• Able to work weekends—we have customers who call and text on weekends, and you're expected to reply quickly

• Ability to travel ~once per quarter to trade shows

• Based in the U.S. (ideally Central or Eastern Time)

Bonus If:

• You have prior experience in commercial lending (not required)

Compensation

• $125,000 OTE—$50,000 base plus $75,000 variable at 100% of quota, uncapped above quota

• Equity

• Medical, dental, and vision coverage

• Unlimited paid time off

• Parental leave

• 401(k)

How to apply

If you are interested, please apply via Dover AND email logan@joinsubstrate.com and kelvin@joinsubstrate.com with three things (your application will not be considered without these):

• Your resume and LinkedIn if you have one

• Your current city

• Availability for a 30min call

• Confirm you understand the compensation structure

• Who is someone you admire that you are not related to and why?