Account Executive

Shepherd • San Francisco, CA

31d

About The Position

We're seeking our first Account Executive to join our founding team. This isn’t just a job- it’s a chance to help build and define how startups buy legal services in a completely new way. You’ll work directly with the founding team to own the full sales cycle — from first conversation to close — while helping shape our go-to-market strategy, messaging, and sales processes from the ground up. You’ll be on the front lines with founders, understanding their needs and translating Shepherd’s hybrid legal + software model into clear, compelling value. As an early member of the team, you’ll have meaningful ownership over revenue outcomes and play a critical role in building a repeatable, scalable sales engine. This is a rare opportunity to help define a new category: AI-native legal services for startups.

Requirements

• 4–8+ years of experience in B2B sales, preferably in SaaS, fintech, or services-based businesses
• Proven track record of closing deals and hitting/exceeding quota
• Experience owning the full sales cycle in a high-velocity environment
• Strong discovery and consultative selling skills
• Excellent communication and storytelling ability — especially with founders and executives
• Comfort operating in an early-stage, ambiguous environment
• Familiarity with CRM tools (e.g., HubSpot, Salesforce) and pipeline management

Nice To Haves

• Experience selling to startups (pre-seed through Series B)
• Background in legal tech, fintech, or selling complex / hybrid service + software offerings
• Experience helping build sales processes or being an early GTM hire
• Existing network within the startup or venture ecosystem

Responsibilities

• Own the full sales cycle from inbound/outbound lead to close
• Run discovery calls with founders and operators to understand legal needs, risks, and priorities
• Clearly articulate Shepherd’s value proposition- combining legal services with software- in a way that resonates with startups
• Drive pipeline progression: qualification, demos, proposals, and closing
• Partner closely with the founding team to refine messaging, pricing, and positioning based on customer feedback
• Build and optimize sales processes, playbooks, and CRM workflows (HubSpot or similar)
• Collaborate with marketing and growth to improve lead quality and conversion
• Develop relationships with founders, operators, and startup ecosystem partners
• Track and report on pipeline, conversion metrics, and revenue performance
• Help define the foundation for a high-performing sales organization

Benefits

• Competitive compensation: $90,000 – $120,000 base salary + commission (OTE $150,000 – $200,000+)
• Meaningful equity: Early-stage ownership with significant upside
• Direct impact: Shape Shepherd’s go-to-market strategy and revenue engine
• Category creation: Sell a differentiated product in a new and evolving market
• Professional growth: Opportunity to grow into sales leadership as the company scales
• Mission-driven work: Help democratize access to high-quality legal services for startups

What This Job Offers

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