Account Executive (SF)
About The Position
Fondo is hiring an Account Executive to own new business from the first conversation through signed contract. The role sells bookkeeping, tax, and tax credit services to founders and early finance leaders at venture-backed startups, with short sales cycles. The Account Executive works inbound and partner leads, sources a meaningful share of their own pipeline, and represents Fondo in person across the San Francisco startup community. This is a hybrid position based around Fondo’s downtown San Francisco headquarters. Once ramped, the role is expected to be in the office about two days a week; during the first few months, office attendance is three to four days a week. The Account Executive reports directly to the Manager of Startup GTM and works closely with the Head of GTM & Partnerships, an outbound SDR, and the accounting teams delivering the services sold. The first month focuses on product learning, shadowing calls, and pipeline building; the second month involves running full-cycle deals with coaching against a ramped quota; and the third month carries a full quota. Attendance at Fondo-hosted and select external San Francisco startup events begins on day one and is a core part of the role, typically one to three times a week, with some variation. Compensation is $140,000–$200,000 OTE, with a 50/50 base and uncapped monthly-paid commission; the final offer depends on experience. The role also offers Fondo stock options, medical, dental, and vision coverage for the employee and dependents, a traditional and Roth 401(k) with company matching up to 4%, flexible PTO, and 16 paid company holidays.
Requirements
- At least 2 years as a quota-carrying Account Executive, with a record of winning new logos rather than only growing existing accounts.
- Experience managing full-cycle sales and generating a meaningful share of one's own pipeline.
- Ability to build trust quickly with founders and handle objections without being pushy.
- Fluency with HubSpot or a comparable CRM.
- Based in the Bay Area and able to be in San Francisco regularly for office days, meetings, and events.
Nice To Haves
- Accounting or tax background combined with a sales track record; ideally, prior work as an accountant or tax specialist followed by quota-carrying sales experience.
- Experience selling accounting, tax, or related financial services to startup founders, operators, or finance teams.
- Working familiarity with bookkeeping, tax, or R&D tax credits.
- Existing relationships within YC, Speedrun, or the broader Bay Area startup ecosystem.
Responsibilities
- Run the full sales cycle, including discovery, scoping, quoting, and closing, and drive each quoted deal to a clear yes or no.
- Work inbound and partner-sourced leads, self-source a meaningful share of pipeline, and test new outbound approaches with Marketing.
- Understand prospects’ bookkeeping, tax, and tax credit situations and recommend an appropriate service setup.
- Represent Fondo at company events and select external San Francisco startup events, which are a core source of pipeline.
- Maintain clean HubSpot records and report weekly on conversion rates, lead sources, and feedback from founders.
- Share market and prospect feedback with Marketing, Operations, and in-house accountants to improve targeting, messaging, and packaging.
Benefits
- Fondo stock options.
- Medical, dental, and vision coverage for the employee and dependents.
- Traditional and Roth 401(k) with company match of up to 4%.
- Flexible paid time off.
- 16 paid company holidays.
- Uncapped commission, paid monthly.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
