Account Executive (SF)

Fondo; San Francisco (CA); Hybrid; USD 140,000 - 200,000; Full time

Benefits offered by this job

Equity stock options

Health coverage

401(k) with match

Flexible PTO

16 paid company holidays

Job summary

Fondo is seeking a quota‑carrying AE in San Francisco, selling bookkeeping, tax, and tax credit services to venture‑backed startups. You’ll own the full sales cycle from first conversation to signed contract, engaging founders and early finance leaders, both inbound and partner‑sourced.

This hybrid role requires regular SF presence, a track record of winning new logos, and the ability to build a robust pipeline.

Qualifications

• 2+ years in full-cycle sales, winning new logos.
• Experience generating own pipeline and closing deals.
• CRM fluency with HubSpot or similar platform.

Responsibilities

• Close new business: full cycle from discovery to contract.
• Build pipeline: inbound, partner leads, and self-sourced prospects.
• Advise prospects on bookkeeping, tax, and tax credits.
• Represent Fondo at SF startup events; 1–3 weekly.
• Keep HubSpot data updated and report weekly on KPIs.
• Provide feedback to Marketing/Operations on targeting and packaging.

Skills

Quota carrying

Full-cycle selling

Self-sourcing

CRM proficiency

Bay Area based

Tools

HubSpot

Job description

About Us

Fondo is an all-in-one accounting platform built for startups, automating bookkeeping, taxes, and tax credits for 2,000+ high-growth companies. We combine powerful automation with expert, CPA-led accounting teams who know startups inside and out, helping founders stay compliant, maximize runway, and focus on growth. Our customers receive an average of $21K cash back from the IRS each year, with some receiving up to $500K.

About Us

Fondo is an all-in-one accounting platform built for startups, automating bookkeeping, taxes, and tax credits for 2,000+ high-growth companies. We combine powerful automation with expert, CPA-led accounting teams who know startups inside and out, helping founders stay compliant, maximize runway, and focus on growth. Our customers receive an average of $21K cash back from the IRS each year, with some receiving up to $500K. We’re a remote-first team headquartered in San Francisco, with our GTM team based in SF. Backed by Y Combinator, Money Forward, Liquid 2 Ventures, and Motley Fool Ventures, we’re building the financial infrastructure that helps startups scale.

About The Role

You’ll own new business from first conversation to signed contract, selling bookkeeping, tax, and tax credit services to founders and early finance leaders at venture-backed startups. Cycles are short and founders decide fast. You’ll work inbound and partner leads, source a meaningful share of your own pipeline, and represent Fondo in person across the SF startup community.

What You'll Do

• 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.

Required

Who You Are

• Quota-carriage​ AE, 2+ years: a record of winning new logos, not only growing existing accounts.
• Full‑cycle and self‑sourcing: comfortable generating a meaningful share of your own pipeline.
• Founder‑ready communicator: you build trust quickly and can handle objections without getting pushy.
• CRM fluent: HubSpot or a comparable CRM.
• Bay Area‑based: able to be in SF regularly for office days, meetings, and events.

Strongly Preferred

• 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.

How We Work

• Hybrid: about 2 days a week at our downtown SF HQ once ramped; 3–4 days a week for your first few months.
• 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.
• Events: you’ll start attending Fondo-hosted events and select external SF startup events from day one, with event participation as a core part of the role.
• 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.

Compensation & Benefits

• Competitive Compensation: $140K-$200K OTE with a 50/50 base salary and uncapped commission, paid monthly. Final offer depends on experience.
• Equity: stock options in Fondo.
• Health Coverage: medical, dental, and vision for you and your dependents.
• 401(k): traditional and Roth, with a company match of up to 4%.
• Time Off: flexible PTO plus 16 paid company holidays.

We Are an Equal Opportunity Employer

Fondo is an equal opportunity employer. We make employment decisions based on qualifications, merit, and business needs, and do not discriminate on the basis of any characteristic protected by applicable federal, state, or local law.