Founding Account Executive - Startups

Virio; San Francisco (CA); On-site; USD 350,000 - 500,000; Full time

Benefits offered by this job

Work directly with the CEO

Competitive total compensation aligned

Meaningful equity upside as part of co

Medical, dental, and vision insurance

401(k) plan

All meals covered in office

Relocation support for San Francisco

Company-wide annual off-site

High ownership, high trust, and fast-c

In-person culture with deep commitment

Job summary

Virio is building the next‑generation B2B GTM stack and seeks a Founding Account Executive to sell into startups from Series A–D. You will own the full startup sales cycle, self-source a robust pipeline, and speak founder-to-founder to shape ICP, pricing, and packaging.

You’ll join a founder-led motion and help build a repeatable process as the company scales, with equity upside and direct collaboration with the CEO. This in-person, on-site role is based in San Francisco.

Qualifications

• You’ve been a founder or founding/very early sales hire at a startup.
• Direct experience with founder-led sales.
• Sold to founders or execs at early-stage startups.
• Comfortable being the only AE without a playbook or CRM hygiene.
• You self-source pipelines, not waiting for inbound leads.
• Track record of closing revenue in ambiguous, fast-moving environments.
• Think from first principles and build process rather than inherit it.

Responsibilities

• Own the full sales cycle for the startup segment: prospecting, discovery, demo, close.
• Self-source a meaningful share of your own pipeline, not just work inbound.
• Sell founder-to-founder and speak the language of the buyer.
• Turn founder-led sales instincts into a documented, repeatable process others can run.
• Shape ICP, pricing, and packaging based on real deals.
• Feed product and messaging with buyer feedback and objections.
• Help define the startup-segment sales org as we scale past you.

Job description

Founding Account Executive - Startups

Location: San Francisco (in-person, in-office, full-time ONLY)

Compensation: $350K-$500K OTE | Uncapped Commission | Offers Equity

About Virio

Virio is building the next-generation B2B GTM stack.

Backed by investors and operators from LinkedIn, YouTube, HubSpot, Rippling, and Google, we help the fastest-growing B2B companies go to market through executive-led content that drives revenue.

We’re hiring a Founding Account Executive - Startups to sell Virio into the startup segment: founders and GTM leaders at Series A–D B2B SaaS companies. You’ll take our founder-led sales motion and turn it into a repeatable one.

What you’ll do

• Own the full sales cycle for the startup segment: prospecting, discovery, demo, close

• Self‑source a meaningful share of your own pipeline, not just work inbound

• Sell founder-to-founder. Speak the language of the buyer because you’ve been in their seat

• Turn founder‑led sales instincts into a documented, repeatable process others can run

• Shape ICP, pricing, and packaging based on what you’re hearing from real deals

• Feed product and messaging directly with buyer feedback and objections

• Help define what the startup‑segment sales org looks like as we scale past you

What we’re looking for

• You’ve been a founder, or a founding/very early sales hire at a startup. Not general sales leadership. Actual founding experience

• Direct experience with founder‑led sales, either running it yourself or building the motion that replaced it

• You’ve sold to founders or execs at early‑stage startups and know how they buy

• You’re comfortable being the only AE, with no playbook, no SDR team, and no CRM hygiene handed to you

• You self‑source. You don’t wait for a lead list

• Track record of closing revenue in ambiguous, fast‑moving environments

• You think from first principles and build process rather than inherit it

Nice to have

• Experience selling into vertical SaaS (FinTech, PropTech, HealthTech, data infra, LegalTech)

• Comfort with $30K–150K+ ACV deal sizes

• Existing network of founders/operators in the Series A–D B2B SaaS world

• Prior AI‑native or tooling‑heavy GTM experience

Traits That Thrive at Virio

• High agency & execution bias – Takes action immediately without waiting for direction

• Pipeline obsession – Focused on pipeline quality, velocity, and sustained forward momentum

• Comfort with ambiguity – Energized by uncertainty and motivated by building from scratch

• Direct, accountable communication – Values clarity, speed, and ownership in communication

• Low ego & relentless ownership – Takes full responsibility and follows through without excuses

Benefits

• Work directly with the CEO

• Competitive total compensation aligned to impact and ownership

• Meaningful equity upside as part of the founding team

• Medical, dental, and vision insurance

• 401(k) plan

• All meals covered in office

• Relocation support for San Francisco

• Company-wide annual off-site

• High ownership, high trust, and fast career progression alongside world-class client partners

• In-person culture with deep commitment to excellence

This is a full-time, on-site role based in San Francisco. We do not offer hybrid or remote positions.