Founding Account Executive

Mercana; New York, Northern (NY, KY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Mercana in the United States is hiring its first dedicated seller to own the full sales cycle—from inbound qualification to close—while shaping the go-to-market playbook. You will work directly with the founders, own revenue outcomes, and write the messaging, pricing discussions, and objection handling.

You’ll lead outbound to brands and maintain a real forecast that proves the pipeline you built. This remote role requires SaaS/martech closing experience and a data-driven, no-ego approach that

Qualifications

• A few years of closing experience in SaaS or martech with measurable results.
• Ability to demonstrate quota attainment, deal sizes and win rates.
• Comfort selling to founders, CMOs, and heads of retention at consumer brands.

Responsibilities

• Qualify inbound, run discovery, demo on brand data, and close.
• Demo-to-win: convert the audit into a signed deal.
• Write initial versions of pitch, objection guide, and follow-up sequences.
• Maintain a clean pipeline with realistic forecasting.
• Lead outbound to target brands with specific brand insights.

Skills

Closing experience in SaaS/martech

Quota attainment

Deal sizes

Win rates

Founders communication

Job description

Own the pipeline, close the first hundred brands, and write the sales playbook every rep after you will run.

Sales Full time Remote (United States), New York City preferred

Why this role matters

Most software tells consumer brands what sold. Mercana shows them who bought - and what to do about it. The moment an order lands, Mercana identifies the real person behind it, flags the VIPs, builds the segments, and drafts the outreach. Brands feel the difference in the first demo: it is their own customer file, suddenly full of people they recognize and plays they can run this week.

Until now, every deal has been founder-sold. The demo converts, the product retains, and the pipeline is bigger than the two of us can serve. We are hiring our first dedicated seller to take over that motion, sharpen it, and turn it into a repeatable playbook - while keeping the specificity that wins the deals.

There is no sales org to slot into - you are the sales org. You will work directly with the founders, own revenue outcomes, and shape how Mercana sells for years - the messaging, the pricing conversations, the objection handling, all of it gets your fingerprints.

What you'll own

• The full sales cycle, end to end - qualify inbound, run discovery, demo the product on the brand's own data, and close
• The demo-to-win motion: Mercana's free audit shows a brand who is really in their customer file - you turn that moment into a signed deal
• The playbook itself: the messaging, the objection handling, the follow-up sequences - you write the first version of each, working next to the founders
• Outbound where it counts: pick the brands we should be talking to, get in the room, and open the conversation with something specific about their customers
• The feedback loop: what you hear on calls goes straight into positioning, pricing, and product priorities - you are the voice of the market inside the company

Who you are

• You have a few years of closing experience in SaaS or martech, with numbers you are proud to share - quota attainment, deal sizes, win rates
• You sell with specifics: you would rather show a founder three customers they did not know they had than walk through a twenty-slide deck
• You are comfortable selling to founders, CMOs, and heads of retention at consumer brands - and you understand enough of their world to earn the second meeting
• You treat ambiguity as the job, not an obstacle - no territory, no script, no waiting for enablement
• You are organized enough to run a real pipeline solo: every deal has a next step, every promise gets kept
• You genuinely like the product you sell and get energy from showing it off

In your first 90 days, you might

• Shadow founder-led deals, then take over inbound demos and close your first brands
• Write the first versions of the pitch, the objection guide, and the follow-up sequences - tested on live deals, not in a doc
• Stand up a clean pipeline with real forecasting the founders can trust
• Land an outbound-sourced logo by leading with what Mercana found in a brand's own customer base

How we work

• We believe service is part of the product, not a separate function
• We earn trust through specificity, speed, and follow-through
• We care about the details because details are where the "wow" comes from
• We are direct, low-ego, and highly accountable to one another
• We move with urgency because we are building a category, not defending an incumbent position