Account Executive, Embedded Platform

Onboarded; Oregon; Hybrid; USD 180,000 - 240,000; Full time

Job summary

Onboarded seeks a high-energy leader to own embedded platform deals from first conversation to signed contract. You will run a multi-stakeholder sales motion with a solutions engineer, deployment strategist, and forward deployed engineer, while collaborating with the VP of Growth & Strategy and executive team.

You will build and manage pipeline in a remote-first culture that values rapid experimentation, measured risk, and data-driven decision-making to expand platform adoption and revenue

Qualifications

• 5–10 years in B2B SaaS sales, with real time in this seat and experience selling APIs or platform products.
• Self-starter with grit; able to build pipeline from scratch in a startup pace.
• Experience with usage-based economics, platform fees, and volume commitments.
• Understanding of platform business models and the buy vs. build decision for HR tech/workforce platforms.
• AI-first problem solving; using AI as a force multiplier in prospecting and pipeline management.
• Ability to lead a deal team including engineers, product and legal stakeholders.
• Collaborative by default; able to work across sales, product, engineering, legal, and finance.
• Familiarity with HR tech or staffing platforms is a plus.
• Comfort with ambiguity and building a playbook from scratch.

Responsibilities

• Own embedded platform deals end to end from prospecting through signature.
• Build pipeline alongside leadership-sourced opportunities.
• Quarterback a cross-functional deal team including solutions engineer, deployment strategist, and forward deployed engineer.
• Structure deal terms with technical discovery, integration scoping, and value proof.
• Drive contracts to signature and set scalable platform pricing and usage models.
• Translate partner needs into clear product requirements for engineering.
• Create repeatable playbooks, terms, and qualification criteria for faster closing.

Skills

B2B SaaS sales

Usage-based pricing

AI-enabled prospecting

Deal team leadership

Complex platform deals

Cross-functional collaboration

Startup pace

Negotiation

Executive stakeholder management

Job description

About the Role

Onboarded sits at the point where hiring becomes real: the moment a worker needs to be verified, background-checked, credentialed, and pushed into payroll. The platforms that own that moment increasingly want to offer compliance and onboarding as a native feature of their own product, not a bolt-on their customers have to go find. Those platforms include staffing and recruiting software, workforce and contractor platforms, HCM suites, and the new wave of agentic AI hiring tools. We're looking for someone to take the lead on turning that demand into signed, committed revenue. You'll own new embedded platform deals from first conversation to signed contract, and you won't run them alone. You'll quarterback a deal team built for complex platform sales: a solutions engineer, a deployment strategist, and a forward deployed engineer. They work alongside you to scope integrations, design the deployment, and prove technical fit with partner product and engineering teams. You set the strategy, run the buying committee, structure the commercial terms, and close with committed revenue. Once a partner signs, that same team carries deployment and partner success forward, so your focus stays on opening the next platform. Selling infrastructure to platforms is a core growth motion for Onboarded. We have platform partners live in market and a defined target market, but there's no finished playbook. You'll help build it, working directly with our VP of Growth & Strategy and executive team. This is a startup seat, with the pace, ownership, and demands that come with it, including up to 25% travel for partner meetings, key deals, and industry events. We're casting a wider net on background. You might have sold embedded fintech, API infrastructure, payments, or platform products. What matters is that you can run a complex, multi-stakeholder sales cycle, think like a builder, and use AI as a force multiplier in how you work.

What You'll Do

• Own new embedded platform deals end to end, from prospecting through signature.
• Your targets are staffing and recruiting software, workforce and contractor platforms, HCM providers, and AI-native hiring tools.
• You'll build your own pipeline alongside opportunities sourced by leadership and our ecosystem.
• Quarterback a cross-functional deal team.
• Bring in your solutions engineer, deployment strategist, and forward deployed engineer at the right moments: technical discovery, integration scoping, solution design, and proof of value.
• Keep everyone moving toward signature.
• Because deployment is in the deal from the start, partners go live with a team that already knows them.
• Run discovery with product, engineering, and business leaders, multi-threading across product, legal, compliance, and executive stakeholders from the first conversation.
• Turn what you learn into a deal structure that works for both sides.
• Structure infrastructure deals that land with committed revenue.
• Onboarded prices on platform fees and completed-task consumption.
• You’ll shape ramped platform fees, included usage, volume commitments, and contract terms that give partners a realistic entry point and grow with adoption.
• Bring a product lens to the work.
• Translate what platform partners need into clear requirements (why it matters, for which partners, and how it fits Onboarded's broader platform narrative) so Product and Engineering can build the right thing.
• Make the motion repeatable.
• Every deal you close should make the next one faster.
• That means templated terms, sharper qualification criteria, and talk tracks built for product and engineering buyers.

What We're Looking For

• 5-10 years in B2B SaaS sales, with real time in this seat. You've carried a number selling APIs, developer tools, payments, embedded fintech, or platform products to product and engineering buyers. You've closed deals through committees spanning product, engineering, legal, and finance.
• A self-starter with grit. You do your best work independently, without a defined playbook, and you're ready to help build one. You know what startup pace and demands look like, and you still want to grind: building pipeline from scratch, earning the next meeting, and pushing deals through the hard middle.
• Real experience with usage-based economics. You've worked with platform fees, consumption pricing, volume commitments, or similar structures, and you have the judgment to know what's negotiable and what isn't.
• A working understanding of platform business models. You know why vertical SaaS, workforce platforms, and HCM suites build vs. buy, and you can make that case credibly to a product leader.
• AI-first problem solving. You use AI tools as a force multiplier in prospecting, deal research, and pipeline management. This is non-negotiable.
• You know how to lead a deal team. You're comfortable in technical conversations with engineers and product managers even if you're not technical yourself. You know when to put your solutions engineer, deployment strategist, forward deployed engineer, or legal in front of the buyer, and when to keep the conversation yourself.
• Collaborative by default. You’ve built strong working relationships across sales, product, engineering, legal, and finance, and people want you on their deals.
• Familiarity with HR tech, staffing, workforce platforms, or compliance-heavy industries is a strong signal but not required.
• This role is not a fit for someone who needs a mature playbook handed to them, wants big-company structure, prefers transactional single-threaded deals, or wants to own accounts long term after the close. It's for someone with the drive to build pipeline from ambiguity, the instincts to run a team through a complex platform deal, and the urgency to close without sacrificing deal quality.

Why This Role

You’ll own a strategic growth motion at an inflection point. Embedded platform deals are becoming a core revenue line for Onboarded, and you'll help define how we sell and structure them.

You'll quarterback with a real team behind you. You'll have a dedicated solutions engineer, deployment strategist, and forward deployed engineer on your deals, plus direct access to our VP of Growth & Strategy and executive team.

There's a clear growth path. As the motion scales, this role could grow into leading a team of platform sellers.

What We Offer

• Competitive salary + equity in a fast-growing startup
• Health, dental, vision, and retirement benefits
• Remote-first culture, with in-person time where it moves deals forward (up to 25% travel).
• A chance to build the sales motion that defines the next stage of Onboarded's growth