Founding Account Executive

Founding Account Executive Remote (US) | Frequent travel | $120k – $140k base + $120k – $140k variable + 0.4% – 1% equity About Ezra Recruiting is broken. Recruiters are drowning in 1,000+ applications per role filled with AI-generated resumes, fraudulent candidates, and identity theft. In software engineering roles, 40-60% of applicants are fraudulent — imposters with fake resumes, candidates reading from AI scripts during live interviews, or deepfake avatars. Traditional resume screening doesn't work anymore. Ezra is the voice AI platform that fixes this. We conduct natural, structured interviews at scale so recruiting teams can quickly surface real, qualified candidates without spending hours on phone screens. Our platform detects fraud, evaluates candidates beyond their resumes, and integrates natively with ATS systems like Greenhouse and Ashby. Recruiters save 75% of their screening time and interview 6x more candidates. Candidates give us a 4.5* average rating. We're live in production with large enterprise customers, our CEO is a second-time (previously acquired) founder, and we’ve raised two rounds of funding from Andreessen Horowitz, Penny Jar Capital (Steph Curry’s fund), LMNT Ventures, NEA angels, and Sequoia angels. The Role You will be our first sales hire. You will personally close $500K–$750K in ARR in Year 1 while helping define what repeatability looks like before we hire AE #2. You'll work directly with the CEO and leadership team to run full-cycle sales into enterprise customers. This role requires someone who is comfortable being the only seller for 6–9 months, can operate without a playbook, and wants to build something from the ground up. What You'll Do Own the full sales cycle from outreach through close and expansion. You'll manage a pipeline of ~20 active opportunities at any given time, with deal sizes between $50K–$150K ACV. Run structured pilots with clear success metrics and conversion plans. Most pilots last 30 days, and your job is to ensure they convert to paid contracts. Navigate enterprise buying processes including legal reviews, vendor security questionnaires, DPAs, and procurement workflows. You'll work with IT, Legal, Security, and TA leaders. Travel to customer sites and industry events to build relationships and close deals. Expect 1–2 trips per month. Work closely with the CEO to refine positioning, pricing, objection handling, demo flows, and messaging based on what you're hearing in the field. Maintain clear pipeline visibility. You'll own forecasting, CRM hygiene, and weekly deal reviews. Define what repeatability looks like. Document what works, what doesn't, and what objections you're hearing so we can build a scalable sales motion before hiring AE #2. Success in Year 1 Looks Like Close $500K–$750K in new ARR Convert 3–5 pilots into paid contracts Establish a repeatable qualification framework, demo flow, and objection handling playbook Build relationships with 5–10 design partners who can provide case studies and references Help hire and onboard AE #2 based on what you've learned What We're Looking For Must-haves: 3+ years closing B2B SaaS deals in a Seed – Series A environment Experience with $50K–$150K ACV deals (not $5K SMB, not $500K+ enterprise-only) Sold into HR, TA, or recruiting buyers — you understand how HR / People / Recruiting teams operate and what they care about Comfortable with 60–90 day sales cycles, legal reviews, and vendor security questionnaires Can run pilots with clear success criteria and convert them to paid contracts Strong ownership mentality — you take full accountability for your pipeline and outcomes Ability to operate without a playbook and figure things out as you go Nice-to-haves: First sales hire or employee #5–15 at a startup Recruiting or sourcing background Experience selling workflow or compliance software where change management matters Familiarity with ATS ecosystems (Greenhouse, Lever, Ashby, Workday) and recruiting workflows Sold AI/ML products Compensation & Equity Base: $120K–$140K Variable: $120K–$140K (uncapped commissions) OTE: $240K–$280K Equity: 0.25%–0.75% (depends on experience) Why Join Now Timing: Recruiting is in crisis. Recruiters are drowning in AI slop and fraud. Resumes don't work anymore. You're stepping into a market that desperately needs this solution. Product: We’ve won every bake-off we’ve been a part of. We are frequently told that we have the best, most-intelligent, AI interviewer on the market. Traction: We have live enterprise and SMB customers. We have a very strong pipeline of opportunities. Recruiters save 75% of screening time, with a massive ROI. Career leverage: You're the first sales hire at a funded, post-product startup with enterprise traction. You'll define the playbook, close marquee logos, and likely lead the team you build within 12–18 months. If you execute, you’ll be our VP Sales. Technical moat: We're not a thin wrapper around OpenAI; we've built custom infrastructure for low-latency voice AI, fraud detection, and ATS integrations. This is defensible technology solving a hard problem. Work Environment Fully remote with core collaboration hours in Pacific Time Small, focused team where your work has immediate impact Direct access to the CEO and founding team Real users, real feedback, real opportunity to shape what Ezra becomes Frequent travel for customer meetings and industry events (1–2 trips per month) Application Process Top candidates will first have an interview with Ezra (to experience the product!) followed by a deeper conversation with the CEO and the rest of the team. Equal Opportunity Ezra is an equal opportunity employer and values a diverse, inclusive team. We're happy to provide reasonable accommodations at any point in the process — just let us know.