Founding Account Executive

Kelaca; Boston (MA); Hybrid; USD 150,000 - 175,000; Full time

Benefits offered by this job

Equity

Remote work

Quarterly Boston visits

Uncapped commission

Job summary

Kelaca is seeking an experienced enterprise salesperson to own a critical early-stage go-to-market motion. You will close multi-stakeholder enterprise deals, shape the sales playbook, and partner directly with the founder to scale the inaugural sales effort.

You will manage an active pipeline, run complex cycles with procurement, legal and executives, and travel for quarterly Boston team in-person time while remaining remote within the United States.

Qualifications

• 5-10 years of enterprise software sales experience.
• Proven record of exceeding quota and closing complex, multi-stakeholder deals.
• Experience selling into procurement, manufacturing or supply-chain organizations.
• Industrial manufacturing experience preferred.
• Experience as the first or one of the first sales hires at an early-stage company.
• Confidence working without an established playbook or large internal support structure.
• Strong commercial judgment across discovery, deal strategy, pricing and negotiation.
• Excellent written and verbal communication skills.

Responsibilities

• Take ownership of an active enterprise pipeline and drive in-flight opportunities to close
• Run complex sales cycles involving multiple stakeholders, pilots, procurement, legal and negotiation
• Build additional pipeline through targeted outbound activity and industry relationships
• Refine the ICP, messaging, positioning and pricing through real customer conversations
• Create the early sales playbook, collateral and repeatable processes
• Bring customer, market and win/loss feedback directly into product and go-to-market decisions
• Represent the company at customer meetings, conferences, podcasts and industry events

Skills

Enterprise software sales

Deal closing

Stakeholder management

Prospecting outbound

Communication

Job description

Remote, United States

Boston preferred, but open to exceptional candidates nationwide

$150K-$175K base + uncapped commission + meaningful equity

Our client is an early-stage AI company building an operating system for strategic procurement. Its platform helps procurement teams uncover savings opportunities, manage supply risk and execute more effectively by cleaning and structuring complex spend data so AI agents can deliver dependable results.

The company has a live product, enterprise customers and an active pipeline of large manufacturing opportunities. It is now hiring its first dedicated salesperson.

This is not a traditional AE position with a finished playbook, a large SDR team and qualified opportunities arriving every week. You will work directly with the founder to close existing enterprise deals, build the sales motion and help shape how the company grows.

What you will own

• Take ownership of an active enterprise pipeline and drive in-flight opportunities to close
• Run complex sales cycles involving multiple stakeholders, pilots, procurement, legal and negotiation
• Build additional pipeline through targeted outbound activity and industry relationships
• Refine the ICP, messaging, positioning and pricing through real customer conversations
• Create the early sales playbook, collateral and repeatable processes
• Bring customer, market and win/loss feedback directly into product and go-to-market decisions
• Represent the company at customer meetings, conferences, podcasts and industry events

What we are looking for

• Approximately 5-10 years of enterprise software sales experience
• A proven record of exceeding quota and closing complex, multi-stakeholder deals
• Experience selling into procurement, manufacturing or supply-chain organizations
• Industrial manufacturing experience is strongly preferred
• Demonstrated ability to source and advance your own opportunities
• Experience as the first or one of the first sales hires at an early-stage company
• Confidence working without an established playbook or large internal support structure
• Strong commercial judgment across discovery, deal strategy, pricing and negotiation
• Excellent written and verbal communication skills

Helpful experience

• Relationships with manufacturing or procurement leaders
• Experience selling AI, analytics, data or automation platforms
• Familiarity with spend analytics, procurement intelligence or source-to-contract workflows
• Experience creating outbound messaging and sales collateral from scratch

Compensation and logistics

• Base salary: approximately $150K-$175K
• Commission: approximately 50/50 compensation split with uncapped upside
• Meaningful early-employee equity
• Remote within the United States
• In-person team time in Boston for approximately one week per quarter
• Moderate customer travel

This is an opportunity for an experienced enterprise seller who wants meaningful ownership- not simply another territory to manage.