Founding In-Market Account Executive

Lemon.io; United States; On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Events budget

Travel budget

Health reimbursements

Vacation days

Job summary

Lemon.io, a fast-growing developer marketplace, seeks a Senior Account Executive to own the in-market, full-cycle sales in San Francisco. You will build the book, own the pipeline, and report directly to the President.

This is a founding seat in one of the most important tech markets, combining relationship-led sales with a strategic growth mandate. You’ll engage with founders and engineering leaders, close multi-month deals, and shape the company’s go-to-market strategy with measurable impact

Qualifications

• 5+ years of full-cycle B2B sales with a proven over-performance record.
• In-person, field sales mentality focused on enterprise and startups.
• Bay Area familiarity with SF tech ecosystem is a strong plus.
• Ambitious builder mindset and ability to work in ambiguity.
• Fluent English with excellent communication and persuasion skills.
• Hands-on with CRM and sales tools (HubSpot, LinkedIn, etc.).

Responsibilities

• Own the SF market: attend conferences, build meetings, and close deals.
• Sell in-person across meals, events, and meetings to win trust.
• Run full sales cycle from discovery to close and expand accounts.
• Self-source pipeline while collaborating with marketing and SDRs.
• Help shape growth strategy with leadership and market intel.
• Maintain accurate pipeline forecasts and hit revenue targets.
• Collaborate with Product, Marketing, and CDX to align solutions.

Skills

Fluent English

In-person sales

Full-cycle B2B sales

Bay Area familiarity

Tools

HubSpot

Apollo

LinkedIn Sales Navigator

ZoomInfo

Slack

Notion

Job description

Hey there!

Lemon.io is planting a flag in San Francisco, and we're looking for the person to carry it. This is our first in-market, full-cycle Senior AE, a founding seat that reports directly to the President and helps build and execute the growth plan for the most important tech market on earth.

You sell best in person; at the conference, over dinner, or in the meeting you landed. This is your market to own. We hand you the pipeline engine, the budget, and the mandate. You build the book.

Why Lemon.io

We're a bootstrapped, fast-growing developer marketplace connecting top-tier vetted developers with companies building and scaling their tech. We're moving upmarket — from "staff a role" to "deliver an outcome" with embedded engineers, Forward-Deployed Engineers (FDEs), and outcome-based project work. Our CEO is hands-on, our culture is transparent, and our eNPS sits at 82. We work hard and have fun doing it.

We've tested the in-person motion, and it converts at roughly twice our remote rate. So we're building around it, starting with you.

Why this role is different

Most AE jobs hand you a territory, a script, and a Zoom link. This one hands you a city and a mandate. You report to the President, your wins are visible company-wide from day one, and your read of the market becomes company strategy. You won't inherit a playbook, but you'll help write the one every future market runs on.

Who you'll be selling to

• What we solve: We help companies skip long, costly hiring cycles by matching them with pre-vetted senior developers in 24–48 hours, and increasingly, by delivering full outcomes through FDEs and project-based teams.

• Stage & size: Moving upmarket; funded startups through Series A–C, plus enterprise software and technology accounts.

• Verticals: SaaS, AI/ML, fintech, healthtech, marketplaces.

• Buyer: People who own engineering and building; founders, CTOs, VPs of Engineering, Heads of Product.

• Sales cycle: Longer and more relationship-led than our core velocity motion. You're earning trust with senior buyers on larger, outcome-based deals. Typical cycle will be 3 months.

Team & reporting.

You'll report directly to the President and help shape strategy, targets, and where we play. You're not alone on the pipeline: our SDR team, Founder BDR, and 3rd-party outreach partner drive strong demand for in-person meetings + we leverage event and conference attendee lists you help source. That frees you to spend your time where it matters most in the room, in discovery, and closing, but self-generating meetings is also part of the job.

Key Responsibilities

• Own the market. Register for and work every conference, summit, and demo day worth attending in the Bay. Turn attendee lists into booked meetings and become a known face on the SF tech circuit within a quarter.

• Sell across the table. Coffees, lunches, dinners, whiteboard sessions, events, and entertainment. You know how to use hospitality to build real relationships, and you're funded to do it.

• Close and grow. Run the full cycle: discovery, scoping, demo, negotiation, close - then expand usage, drive repeat business, and turn happy clients into referrals.

• Self-source with pride. Marketing, SDRs, the BDR, and outbound feed you pipeline, and you still book plenty of your own. The best field AEs never wait for the phone to ring.

• Build the growth plan. Partner with the President on strategy and bring the market intel that sharpens targeting, positioning, and where we go next.

• Manage pipeline & KPIs. Maintain a structured pipeline, forecast accurately, and hit conversion, revenue, and growth targets.

• Collaborate cross-functionally. Work with Product, Marketing, CDX, and Developer Matching to align solutions with client needs.

What success looks like

• Month 3: In-market and ramped; working the event circuit, pipeline building, first deals closing.

• Month 6–12: Consistently exceeding quota, expanding accounts, and turning your in-person motion into a repeatable playbook we take to the next city.

Qualifications

• 5+ years of full-cycle B2B sales with a demonstrable, quantifiable track record of over-performance against plan, period. You can walk us through your quota, attainment, and biggest wins with specifics, not adjectives.

• A field seller at heart - outside sales, in-person, relationship-driven. You close eye-to-eye, and it energizes you.

• Bay Area–based and Bay Area–wired. You know the SF tech ecosystem, or you'll own it within 90 days. A network here is a strong plus.

• A builder. You've been early at something before, or you've wanted to be. Ambiguity is oxygen.

• Fluent in the buyer - you can hold a real conversation with a founder or engineering leader about hiring pain, roadmap, and what outcome-based delivery means for them.

• Sharp qualification instincts - efficient discovery, quick signal-vs-noise judgment.

• Fluent English (all company-wide communication is in English).

• Hands-on with HubSpot, Apollo, LinkedIn Sales Navigator, ZoomInfo, Slack, and Notion.

Compensation

• USD base [120-150]

• Commission: % of revenue with accelerators above quota, fully uncapped

What we offer

• USD salary + uncapped commission

• An expensed events, travel, and entertainment budget; the tools of the trade, funded

• 14 vacation days + 7 sick days

• Annual reimbursements for health, self-development, travel, home office, and mental wellness

• A founding seat with a direct line to the President and real influence over how we grow

Selection process

1. Screening call with a recruiter

2. Call with the President

3. Reference check

4. Call with founders