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. We do not offer hybrid or remote positions.