Founding Account Executive

Trayo; San Mateo (CA); Hybrid; USD 280,000 - 340,000; Full time

Benefits offered by this job

Hybrid flexibility

Equity

Collaboration hub in San Mateo

Job summary

Trayo is a fast-moving, VC-backed startup building signal infrastructure for enterprise revenue teams. You will be one of the first account executives, owning the full sales cycle with CROs, CMOs, and VP-level revenue leaders, and influencing product direction from day one.

You'll build pipeline through signal-led outbound, warm introductions, partner referrals, and inbound leads, and close deals that define ICP while shaping the go-to-market.

Qualifications

• 5+ years of full-cycle B2B SaaS sales experience, with at least 2 years selling into enterprise accounts (500+ employees).
• Track record of consistently exceeding quota in complex, multi-stakeholder sales environments.
• Experience selling to CROs, CMOs, or senior revenue/marketing leaders.
• Strong discovery skills: you lead with the customer's problem, not a feature list.
• Product mindset and comfort operating in ambiguity in a fast-moving environment.
• Clear, confident communication in writing, on calls, and in executive-level presentations.
• Genuine intellectual curiosity about how revenue teams operate and where they break down.

Responsibilities

• Run complex, consultative sales cycles with enterprise buyers (CROs, CMOs, VPs of Revenue/Demand Gen)
• Build pipeline through a mix of signal-led outbound, warm introductions, partner referrals, and inbound leads
• Develop and deliver compelling narratives around signal infrastructure, revenue operations, and pipeline efficiency
• Manage a disciplined sales process, from discovery and qualification through negotiation and close
• Collaborate cross-functionally with product, engineering, and marketing to turn market feedback into product direction
• Contribute to sales collateral, competitive positioning, and objection-handling frameworks

Skills

Full-cycle SaaS sales

Enterprise account selling

Communication & presentation

Discovery & needs analysis

Negotiation

Cross-functional collaboration

Tools

Salesforce

Outreach

6sense

Gong

Job description

We're a fast-moving, VC-backed startup building signal infrastructure for enterprise revenue teams. We work at the intersection of data, automation, and go-to-market execution, helping companies with 200+ employees and 40+ salespeople convert fragmented buying signals into revenue moments.

Our founding team brings rare depth across both scale and startup execution:

• Our CEO has deep experience leading sales and marketing at high-growth enterprise software companies, with a background spanning GTM strategy, revenue operations, and signal-driven pipeline generation.
• Our CTO is a multi-time founder with successful acquisitions and deep technical leadership experience building data infrastructure and automation platforms used by large-scale sales organizations.

Why This Role is Special

This is a true founding sales role. You\'ll be one of the first account executives, part of the first generation of revenue at a growing company. You will:

• Own the full sales cycle selling to CROs, CMOs, and VP-level revenue leaders at enterprise companies
• Influence positioning, pricing, packaging, and go-to-market strategy from day one
• Work directly with founders to shape the product based on what you hear in the market
• Close deals that define our ideal customer profile and set the trajectory for the entire sales org
• Help build the playbook that every future AE will run

What You\'ll Do

• Run complex, consultative sales cycles with enterprise buyers (CROs, CMOs, VPs of Revenue/Demand Gen)
• Build pipeline through a mix of signal-led outbound, warm introductions, partner referrals, and inbound leads
• Develop and deliver compelling narratives around signal infrastructure, revenue operations, and pipeline efficiency
• Manage a disciplined sales process, from discovery and qualification through negotiation and close
• Collaborate cross-functionally with product, engineering, and marketing to turn market feedback into product direction
• Contribute to sales collateral, competitive positioning, and objection-handling frameworks

What We\'re Looking For

• 5+ years of full-cycle B2B SaaS sales experience, with at least 2 years selling into enterprise accounts (500+ employees)
• Track record of consistently exceeding quota in complex, multi-stakeholder sales environments
• Experience selling to CROs, CMOs, or senior revenue/marketing leaders
• Strong discovery skills: you lead with the customer\'s problem, not a feature list
• Product mindset and comfort operating in ambiguity in a fast-moving environment
• Clear, confident communication in writing, on calls, and in executive-level presentations
• Genuine intellectual curiosity about how revenue teams operate and where they break down

Bonus Points (not required)

• Early-stage or founding sales experience (first 1–5 AEs at a startup)
• Selling into revenue operations, sales tech, marketing tech, or data/analytics categories
• Experience with signal-based or intent-driven outbound motions
• Familiarity with enterprise sales tooling (Salesforce, Outreach, 6sense, Gong, etc.)
• Network of CRO/CMO-level contacts at companies with 200+ employees

What We Offer

• $280K+ OTE. Competitive base salary + uncapped commission + meaningful equity.
• Small team, high trust, real impact. Your deals shape the company.
• Hybrid flexibility; collaboration hub in San Mateo
• The chance to build a sales org from scratch, not just join one

We're building something that changes how enterprise teams turn signals into revenue. If you want to be the person who proves it works in the market, not just the person who sells it after someone else has, this is the role.