Account Executive

Fondo; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Fondo in San Francisco seeks a results-driven Account Executive to own full-cycle sales from discovery to close. You will build pipeline from inbound, partner sources, and proactive outbound angles while representing Fondo at SF events.

The role requires a track record of winning new logos, CRM fluency (HubSpot), and comfort discussing bookkeeping, tax, and R&D tax credits with founders. A strong Bay Area presence is expected.

Qualifications

• 2+ years of experience in account execution and new logo wins.
• Ability to build trust quickly and handle objections without being pushy.
• Experience selling accounting, tax, or related financial services to startups.

Responsibilities

• Close new business from discovery through to close and push all quotes to a clear yes or no.
• Build and manage a personal pipeline from inbound, partner leads, and outbound angles.
• Be in the room at Fondo events and external SF startup gatherings (1–3x per week).
• Keep HubSpot clean and report on conversions, sources, and feedback.

Skills

Quota-carrying AE

Founder-ready

Full-cycle selling

Self-sourcing

Bay Area-based

CRM fluent

Accounting background

Network in YC/Speedrun

Tools

HubSpot

Job description

• Close new business: Run the full cycle (discovery, scoping, quote, close) and push every quoted deal to a clear yes or no
• Build your own pipeline: Work inbound and partner-sourced leads, self-source the rest, and test new outbound angles with Marketing instead of running one script
• Advise, don’t pitch: Learn each prospect’s bookkeeping, tax, and tax credit situation well enough to recommend the right setup
• Be in the room: Represent Fondo at all Fondo events and select external SF startup events, typically 1–3 times a week, with some weeks more or fewer. Events are a core pipeline source, not an extra
• Run on data: Keep HubSpot clean and report weekly on conversion rates, lead sources, and what founders are telling you
• Shape how we sell: Bring what you hear back to Marketing, Operations, and our in-house accountants to sharpen targeting, messaging, and packaging
• Ramp: month 1, learn the product, shadow live calls, and start building your own pipeline; month 2, run full-cycle deals with coaching against a ramped quota; month 3, carry a full quota
• Team: You’ll report directly to our Manager of Startup GTM and work closely with our Head of GTM & Partnerships, an outbound SDR, and the accounting teams who deliver the services you sell

• Quota-carrying AE, 2+ years: a record of winning new logos, not only growing existing accounts
• Founder-ready communicator: you build trust quickly and can handle objections without getting pushy
• Full-cycle and self-sourcing: comfortable generating a meaningful share of your own pipeline
• Bay Area-based: able to be in SF regularly for office days, meetings, and events
• CRM fluent: HubSpot or a comparable CRM
• Accounting or tax background with a sales track record: ideally, you’re a former accountant or tax specialist who moved into sales and has carried and hit a quota. Experience selling accounting, tax, or related financial services to startup founders, operators or finance teams is also highly relevant
• Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits
• Network: existing relationships within YC, Speedrun, and the broader Bay Area startup ecosystem