Account Executive, Mid-Market

Coverbase • San Francisco, CA

6d • Hybrid

About The Position

About Coverbase The foundation of the modern global economy is built on a dense network of counterparty trust and risk. In the past 50 years, companies have evolved from relying on a couple of wholesalers and vendors, to utilizing 100+ SaaS vendors, contract partners, and cloud providers. Since each counterparty has their own idiosyncratic internal processes and risk profiles, businesses end up spending millions of dollars and countless man-hours conducting due diligence. Coverbase’s mission is to streamline this business-to-business assessment, reducing human toil, and allowing organizations to work together safely and reliably. We employ modern AI techniques to organize vast amounts of unstructured data and compare them against policies to identify key risks to the business. We serve customers across Fortune 500 companies in insurance, higher education, and finance — including five of the top 25 banks in the US. Our proven leadership team brings deep experience: Clarence (CEO): Co-founder & former CTO of Unit21, a Series C fraud detection company that has raised ~$92M. Kao (CTO): Previously led the Stripe engineering team that launched Banking-as-a-Service. We’ve raised $20M from world-class investors and our team of 20 have built important products at Google, Mapbox and Waymo. Role Expectations We’re expanding our founding GTM team and hiring our third Account Executive to help scale Coverbase’s go-to-market efforts. Founder-led sales and our first GTM hire have brought us meaningful early revenue in our first year — without outbound — and now we’re ready to expand our footprint due to increasing demand. As our Mid-Market Account Executive , you’ll own the full sales cycle for $30K–$100K deals, typically with 2–3 month sales cycles. You’ll work closely with our founders to develop repeatable sales motions, shape our GTM playbook, and build the muscle for consistent execution. We’re not looking for someone who relies on charm and charisma to win deals. We’re looking for someone meticulous, conscientious, and process-driven, someone who understands that consistent execution and persistence beat flash and flair. You’ll bring a thoughtful, detail-oriented approach to managing pipeline, qualifying opportunities, and closing deals. This is a high-impact role with the opportunity to shape Coverbase’s sales strategy and operations from level 0. You’ll be joining a small, high-performing team in a fast-moving AI company, and playing a critical role in how we grow. You’ll work directly with the founders, helping build structure and repeatability into our GTM engine. You don’t need specific industry experience, just a strong foundation in SaaS sales and a desire to learn quickly in a collaborative, entrepreneurial environment.

Requirements

• 3–6 years of SaaS sales experience with a track record of success at a fast-growing company, ideally closing $20K–$120K deals.
• Track record of exceeding quota and managing 2-3 month sales cycles.
• Process-oriented mindset: you bring structure, planning, and accountability to your pipeline and forecasting.
• Attention to detail, you’re methodical in your outreach, follow-ups, and deal execution.
• Strong communication skills, clear, persuasive writing and speaking, especially in longer, high-consideration sales cycles.
• Self-starter with a builder’s mentality, comfortable with ambiguity and excited to build systems from scratch.
• Collaborative, curious, and conscientious, you care deeply about doing excellent work and being a reliable teammate.

Nice To Haves

• Experience selling to regulated or complex buyers (banks, insurance carriers, higher education) a strong plus.
• Experience with B2B Enterprise sales motions both in fast-growing startups and at larger scale companies.

Responsibilities

• Run full-cycle sales from initial discovery to close for $30K–$100K ACV deals.
• Own a healthy, high-volume pipeline of qualified leads from first touch to close, across banking, credit unions, insurance, and adjacent sectors.
• Define and refine GTM processes from the ground up, contribute to the creation of a scalable sales playbook and feedback loop.
• Act as a bridge to product, bringing structured insights from prospects and customers back to the team to improve positioning and prioritization.
• Help shape the GTM culture with the rigor, care, and executional excellence you bring to every stage of our sales motion.
• Represent Coverbase at customer meetings and industry events (occasional travel, ~1x per month).
• Model relationship-driven selling: understand people, how they think, and how to build trust and momentum throughout a deal.

Benefits

• Competitive compensation with 50:50 base-to-variable split and OTE of $210K–$240K
• Meaningful founding team equity
• Health insurance (100% employee / 80% dependents)
• 21 days PTO
• In-person gatherings within the U.S. (travel covered) every 3-5 months. We’ll give plenty of notice for it, and cover flights and accommodation. We expect you to attend!
• 401(k) with 4% matching

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed