Associate Account Executive

Fondo; San Francisco (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Fondo in San Francisco is seeking a quota-bearing professional who can close a high volume of short-cycle deals for bookkeeping, tax, and R&D tax credits. You’ll own discovery, scoping, quotes, and rapid closes, with coaching and a clear path to an Account Executive.

You'll manage inbound leads and SDR-booked meetings, participate in Fondo events 1–3 times weekly, and collaborate closely with AEs, GTM leadership, and the accounting teams delivering the services you sell.

Qualifications

• Close a high-volume of short-cycle deals with fast quotes and clear decisions.
• Skilled at discovery, scoping, and presenting the right service setup.
• Can follow up rapidly on inbound leads and events-driven prospects.
• Experience using a CRM to track activity, meetings and revenue targets.

Responsibilities

• Run discovery, scoping, quote, and close on a high volume of short-cycle deals.
• Follow up quickly on inbound leads and SDR-booked meetings.
• Represent Fondo at events and coordinate with Account Executives and GTM leadership.
• Keep HubSpot clean and report weekly on pipeline metrics and sources.

Skills

Closing deals

Discovery

Lead follow-up

CRM proficiency

Networking

Tools

HubSpot

Job description

• You’ll close new business with founders and early finance leaders at early-stage startups, selling bookkeeping, tax, and tax credit services
• Most of your pipeline comes to you: inbound leads and SDR-booked meetings, mostly pre-seed and seed companies on our standard packages. Cycles are short and founders decide fast, so the job is sharp discovery, clear quotes, and fast follow-through
• It’s a high-volume closing seat with coaching built in and a defined path to Account Executive
• Close new business: Run discovery, scoping, quote, and close on a high volume of short-cycle deals, and push every quoted deal to a clear yes or no
• Work the pipeline you’re handed: Follow up fast on inbound leads and SDR-booked meetings, and add your own from events and referrals
• Advise, don’t pitch: Learn each prospect’s bookkeeping, tax, and tax credit situation well enough to recommend the right setup
• Know when to elevate: Flag larger or custom-scoped deals early and bring in an Account Executive to close them together
• 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
• Learn fast: Shadow AE calls, review recorded deals, and take coaching on every part of your process
• Ramp: month 1, learn the product and shadow AE calls; month 2, run your own deals with coaching; 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 Account Executives, our Head of GTM & Partnerships, an outbound SDR, and the accounting teams who deliver the services you sell
• Path to AE: clear promotion criteria to Account Executive, set with you when you start

Coachable and fast: you apply feedback on the next call and are comfortable with a high volume of conversations

Quota-carrying, 1–2 years: an SDR or BDR ready to move into closing, or a closer on short-cycle deals

Bay Area-based: able to be in SF regularly for office days, meetings, and events

Founder-ready communicator: you build trust quickly and can handle objections without getting pushy

CRM fluent: HubSpot or a comparable CRMA record of hitting a number: activity, meeting, or revenue targets you consistently met

Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits

Accounting or tax background, with a pull toward sales: ideally, you’re a former accountant or tax specialist who has moved into a client-facing or sales role and has early wins to show for it. Experience selling accounting, tax, or financial services to startup founders, operators, or finance teams is a strong plus

Ambition: you want a full AE seat, and your track record suggests you’ll get there

Network: existing relationships within YC, Speedrun, and the broader Bay Area startup ecosystem