Enterprise Account Executive

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

Job summary

Calbuco Consulting is seeking a founding Account Executive in San Francisco to own the early sales motion and build a repeatable revenue engine. You’ll work directly with founders to define messaging, positioning, and the go-to-market approach.

You will close B2B SaaS deals, craft discovery-led sales, and help scale the product’s market entry. This is a high-ownership role with direct impact from day one.

Qualifications

• Strong discovery skills that uncover business pain beyond surface needs.
• Structured follow-up habits that move deals forward.
• High coachability with the ability to absorb feedback quickly.
• Comfort operating in early-stage or ambiguous environments.
• Ownership mindset with the ability to build without a defined playbook.
• Clear, concise communication to simplify complex ideas.

Responsibilities

• Own the full sales cycle end-to-end: prospecting, discovery, demo, close, and early expansion.
• Sell into warm accounts and net-new opportunities, shaping outbound motion.
• Run high-quality discovery conversations to identify real business pain and urgency.
• Drive deals forward with thoughtful follow-up and clear next steps.
• Partner with founders on messaging, positioning, and go-to-market strategy.
• Build and refine the early sales playbook based on what works and what doesn't.
• Advise revenue leaders and help shape product-market fit as the company scales.
• Contribute to a defined, scalable GTM approach for growth.

Skills

Discovery skills

Follow-up discipline

Coachability

Ambiguity tolerance

Ownership

Communication skills

Job description

San Francisco (Onsite)

We're working with an early-stage, well-funded startup building an AI-driven product designed to help revenue teams make faster, better decisions.

This is the first sales hire, not stepping into an existing playbook, but helping build it from the ground up. You'll work directly with the founders to shape how the product is sold, define the go-to-market motion, and turn early traction into a repeatable revenue engine. **
**

What You'll Do

• Own the full sales cycle end-to-end: prospecting, discovery, demo, close, and early expansion
• Sell into a mix of warm accounts and net-new opportunities, helping define outbound motion
• Run high-quality discovery conversations that uncover real business pain and urgency
• Drive deals forward through structured, thoughtful follow-up and clear next steps
• Partner closely with the founders on messaging, positioning, and go-to-market strategy
• Build and refine the early sales playbook, what works, what doesn't, and why
• Act as a trusted advisor to revenue leaders (CROs, VP Sales, RevOps)
• Help shape how the product is brought to market as the company scales

What We’re Looking For

• 5–8 years of experience closing B2B SaaS deals
• Strong discovery skills, able to go beyond surface-level needs and uncover real business pain
• Consistent, structured follow-up habits that move deals forward
• High level of coachability, able to absorb feedback quickly and adjust in real time
• Proven ability to operate in early-stage or ambiguous environments
• Ownership mentality, comfortable building without a defined playbook or support structure
• Strong communication skills with the ability to simplify complex ideas

Nice to Have

• Experience selling into revenue teams (Sales, RevOps, Customer Success)
• Background in startup environments or 0→1 builds
• Ability to adapt messaging across different personas and use cases
• Resourceful and creative in solving problems and unblocking deals

Why This Role

• True founding AE opportunity, you'll define how this company sells
• High ownership and direct impact from day one
• Tight feedback loop with founders and product
• Clear path to sales leadership as the team scales
• Opportunity to join an AI-first product at a pivotal stage