Founding Enterprise AE — Shape GTM for AI SaaS

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

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.