Account Executive, Embedded Platform

Onboarded

13d • Remote

About The Position

Onboarded is hiring an Account Executive to lead new embedded platform deals from initial prospecting through signed contract and committed revenue. Target partners include staffing and recruiting software providers, workforce and contractor platforms, HCM suites, and AI-native hiring tools that want to offer compliance and onboarding as a native product feature.

The Account Executive sets deal strategy, runs buying committees, leads discovery, structures commercial terms, and closes deals. A cross-functional team—including a solutions engineer, deployment strategist, and forward deployed engineer—supports technical discovery, integration scoping, solution design, and proof of value. After a partner signs, that team carries deployment and partner success forward, allowing the Account Executive to focus on new platform opportunities.

This is a startup role with substantial ownership and no finished playbook. The Account Executive will help build a repeatable platform sales motion in close collaboration with the VP of Growth & Strategy and the executive team. The role is remote-first and includes up to 25% travel for partner meetings, key deals, and industry events.

Requirements

• 5–10 years of B2B SaaS sales experience, including experience selling APIs, developer tools, payments, embedded fintech, or platform products to product and engineering buyers.
• Experience closing complex deals with buying committees spanning product, engineering, legal, and finance.
• Ability to work independently without a defined playbook and build pipeline from scratch in a startup environment.
• Experience with usage-based economics, such as platform fees, consumption pricing, or volume commitments, and sound judgment about negotiable terms.
• Working understanding of platform business models and the build-versus-buy considerations of vertical SaaS, workforce platforms, and HCM suites.
• Use of AI tools as a force multiplier in prospecting, deal research, and pipeline management.
• Ability to lead a deal team and participate comfortably in technical conversations with engineers and product managers.
• Judgment about when to involve solutions engineering, deployment strategy, forward deployed engineering, or legal, and when to lead the buyer conversation directly.
• Collaborative working relationships across sales, product, engineering, legal, and finance.
• Willingness to travel up to 25% for partner meetings, key deals, and industry events.

Nice To Haves

• Familiarity with HR tech, staffing, workforce platforms, or compliance-heavy industries.

Responsibilities

• Own new embedded platform deals end to end, from prospecting through signature, targeting staffing and recruiting software, workforce and contractor platforms, HCM providers, and AI-native hiring tools.
• Build pipeline independently alongside opportunities sourced by leadership and the company's ecosystem.
• Lead a cross-functional deal team, engaging solutions engineering, deployment strategy, and forward deployed engineering in technical discovery, integration scoping, solution design, and proof of value.
• Run discovery with product, engineering, and business leaders, and engage stakeholders across product, legal, compliance, and executive teams.
• Develop deal structures that work for both Onboarded and its partners.
• Structure infrastructure deals with committed revenue, including ramped platform fees, included usage, volume commitments, and contract terms that support partner adoption.
• Translate partner needs into clear requirements for Product and Engineering, including why they matter, which partners they serve, and how they fit the broader platform narrative.
• Make the sales motion more repeatable through templated terms, sharper qualification criteria, and talk tracks for product and engineering buyers.

Benefits

• Competitive salary and equity.
• Health, dental, vision, and retirement benefits.
• Remote-first culture with in-person time when it helps move deals forward.
• Opportunity to build a sales motion that will help define Onboarded's next stage of growth.
• Potential growth path into leading a team of platform sellers as the motion scales.

What This Job Offers

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