Founding Account Executive

About Middesk: Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal. About the Role: We’re hiring a Founding Account Executive to launch Middesk’s new agent AI product — a platform built to automate complex workflows that companies currently rely on people to manage. This is a ground-floor role with direct influence over what the product becomes, how we bring it to market, and how quickly it scales. You won’t inherit a playbook. You’ll write it. You’ll be the person who turns early signals into revenue, shapes how customers experience the product, and materially influences Middesk’s next chapter. Your fingerprints will be on everything from our first lighthouse accounts to the early GTM systems that future teams build upon. If you’re motivated by outsized ownership, steep learning curves, and seeing your work translate into real business impact, this role offers a rare chance to build something new alongside a deeply technical, high-output team. What You’ll Do: Identify and engage early-adopter segments; use customer discovery to validate problems and sharpen positioning. Run light, fast experiments (messaging, ICP hypotheses, channels, pricing) to learn where the product resonates. Do targeted market research to understand workflows, competitive signals, and where the strongest use cases emerge. Own the full sales cycle — from first outreach through close and onboarding. Build early GTM motions grounded in what you learn from conversations, experiments, and data. Partner closely with Product and Engineering to turn customer insight into roadmap priorities. Create foundational GTM materials: personas, pitch decks, ROI stories, demo flows. Establish the systems, metrics, and playbooks that future AEs will scale. What We’re Looking For: 4+ years of quota-carrying experience in B2B SaaS (startup or early-stage preferred) with success selling new products or opening new markets. Experience with AI, automation, or agentic workflow software — you understand how these technologies solve real problems and can speak credibly with technical buyers. A founder mindset : ownership, adaptability, and the ability to create structure without waiting for direction. Bias toward action and experimentation; you move quickly and use customer learning loops to guide decisions. Deep curiosity and pattern recognition; you ask sharp questions and turn feedback into strategy. Product intuition and confidence collaborating with technical teams to shape features and narratives. Full-cycle sales excellence : discovery, solutioning, stakeholder alignment, negotiation, and closing. Cultural alignment : low-ego, high-output, collaborative, and driven by meaningful impact. Bonus: Experience in fintech, verification, or data products.