Account Executive - Gig Marketplaces

Yardstik•San Francisco, CA

2d•Remote

About The Position

Yardstik is the API-first trust infrastructure platform powering background screening, identity verification, and compliance monitoring for the next generation of platforms and marketplaces. We're growing 100%+ year-over-year and building the embedded screening infrastructure that companies like Bullhorn, Avionte, and hundreds of gig marketplaces use to add background checks as a native product feature. We're not selling to HR departments. We're selling to product, Trust and safety teams inside of Gig Marketplaces who want to embed trust and safety into their core offering.

Requirements

3–7 years in B2B SaaS sales, with at least 2 years selling developer tools, APIs, payments infrastructure, embedded fintech, or marketplace or platform products
Track record of closing deals $250K+ ACV with complex stakeholder groups (product, engineering, legal, finance)
Experience with usage-based pricing, rev share models, or partnership economics
Familiarity with HR tech, Gig Marketplaces, workforce platforms, healthcare credentialing, or compliance-heavy industries is a strong plus
You lead discovery, you understand the buyer's business model before pitching product
You're comfortable in technical conversations with engineers and product managers, even if you're not technical yourself
You know when to involve solutions engineering, partnerships, or legal to move deals forward
You thrive in ambiguity and can build pipeline from scratch without a fully mature playbook
You're resourceful, cold outreach, leveraging networks, multi-threading into accounts, and creative prospecting are second nature
You operate with urgency but don't sacrifice deal quality for speed

Nice To Haves

Experience selling embedded/API-first products
Sold into Gig Marketplaces
Closed partnership deals involving rev share, reseller agreements, or strategic investment
Built relationships with corporate development, or business development teams
Background in HR tech, background screening, identity verification, or compliance technology

Responsibilities

Own the full sales cycle for embedded gig deals
Prospect and build pipeline within Gig Marketplaces
Run discovery calls with product, engineering, and business development leaders to understand integration requirements, and economics.
Navigate complex buying committees involving product, legal, compliance, and executive stakeholders
Articulate why gig marketplaces should build vs. buy background screening infrastructure
Position API-first architecture, white-label capabilities, and developer experience as competitive advantages
Speak credibly to technical buyers about webhooks, API design, compliance automation, and integration timelines
Understand how gig marketplaces can monetize embedded features and structure win-win economics through our candidate pay
Close $500K-$2M+ annual deals with multi-year commitments
Build long-term relationships with gig marketplaces that generate compounding revenue as their customer base scales
Collaborate with product teams on product requirements and integration roadmaps.
Forecast accurately and maintain a disciplined pipeline in CRM