Account Executive

Lance (YC W26); San Francisco (CA); On-site; USD 100,000 - 160,000; Full time

Benefits offered by this job

Equity

Bonus

Job summary

Lance (YC W26) is seeking a Founding Account Executive to develop and own the sales function from the ground up in San Francisco. This role offers uncapped earning potential and the chance to shape the go-to-market strategy.

The ideal candidate will manage the sales cycle, drive early revenue growth, and collaborate closely with the executive team to refine sales processes. A background in B2B SaaS or hospitality tech is highly valued. Join us to make a measurable impact!

Qualifications

• Proven track record of exceeding quota in a full-cycle B2B SaaS or enterprise software sales role.
• Experience selling to mid-market or enterprise clients; experience in hospitality tech is a significant plus.
• Exceptional communication and presentation skills, with the ability to build relationships with executive stakeholders.

Responsibilities

• Manage the full sales cycle from initial lead qualification to contract negotiation and close.
• Engage with a high volume of warm inbound leads from our waitlist while developing outbound strategies.
• Conduct discovery calls and product demos to articulate value to hotel executives.

Skills

Full-cycle B2B SaaS sales

Experience in hospitality tech

Exceptional communication skills

Entrepreneurial mindset

Ability to manage multiple priorities

Job description

About Lance Lance (YC W26) builds autonomous AI agents that run hotel operations end-to-end, from answering guest calls to managing workflows across systems. We work with leading hotel groups across brands like Marriott, Hilton, and Hyatt, and are already deployed across 50+ properties in the U.S.

Our agents don’t just assist, they execute. They integrate directly into existing hotel systems, make real-time decisions, and handle complex, multi-step operations.

Role Overview

We’re hiring our Founding Account Executive to build and own our sales function from the ground up. You will be responsible for driving our early revenue growth, closing deals with leading hotel groups, and creating the playbook that will define our sales motion for years to come.

This is a high‑intensity, execution‑driven role for a hungry, entrepreneurial sales professional who wants to build a revenue machine, not just run a territory.

What You’ll Do

• Manage the full sales cycle from initial lead qualification to contract negotiation and close.
• Engage with a high volume of warm inbound leads from our waitlist while developing and executing outbound strategies to target key accounts.
• Conduct discovery calls and product demos to articulate the value of Lance’s platform to hotel executives, from GMs to corporate leadership.
• Partner closely with the CEO on go‑to‑market strategy, pricing, and messaging.
• Collaborate with the Solution Engineering team to ensure a seamless pre‑sales and technical evaluation process.
• Refine our sales process, tools, and reporting to build a scalable and predictable revenue engine.

What We’re Looking For

• Proven track record of exceeding quota in a full‑cycle B2B SaaS or enterprise software sales role.
• Experience selling to mid‑market or enterprise clients; experience in hospitality tech is a significant plus.
• An entrepreneurial mindset with a desire to build processes from scratch and take ownership of the entire sales function.
• Exceptional communication and presentation skills, with the ability to build relationships with executive stakeholders.
• A strong sense of urgency and the ability to manage multiple priorities in a fast‑paced, ambiguous environment.
• High ownership, grit, and a relentless focus on closing deals and driving revenue.

Why This Role

• Build the sales organization and culture from the ground up.
• Uncapped earning potential through direct, measurable impact on company revenue.
• Work directly with the founders to shape the go‑to‑market strategy.
• Define the sales playbook, not just execute a pre‑written one.

Total Compensation

$100,000 - $160,000 Cash, Equity, Bonus