Account Executive (SF)

Fondo•San Francisco, CA

3d•Hybrid

About The Position

Fondo is hiring an Account Executive to own new business from first conversation through signed contract, selling bookkeeping, tax, and tax credit services to founders and early finance leaders at venture-backed startups. Sales cycles are short, and founders make decisions quickly. The role works inbound and partner-sourced leads, builds a meaningful share of its own pipeline, and represents Fondo in person in the San Francisco startup community. The position is hybrid. Once ramped, the Account Executive is expected at Fondo’s downtown San Francisco headquarters about two days per week; during the first few months, the expectation is three to four days per week. The role also includes Fondo-hosted and selected external startup events, typically one to three times a week, with participation beginning on the first day. Events are a core pipeline source. The ramp plan is to learn the product, shadow live calls, and begin pipeline development in month one; run full-cycle deals with coaching against a ramped quota in month two; and carry a full quota in month three. 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. Compensation is $140,000–$200,000 OTE, with a 50/50 base salary and uncapped commission paid monthly; 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 a company match of up to 4%, flexible PTO, and 16 paid company holidays.

Requirements

At least 2 years of quota-carrying Account Executive experience with a record of winning new customers, not only expanding existing accounts.
Experience running a full sales cycle 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; former accountants or tax specialists who have carried and met a quota are especially relevant.
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, and the broader Bay Area startup ecosystem.

Responsibilities

Run the full sales cycle, including discovery, scoping, quoting, and closing new business; move 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 setup.
Represent Fondo at Fondo-hosted events and selected external San Francisco startup events, typically one to three times a week.
Maintain clean HubSpot records and report weekly on conversion rates, lead sources, and founder feedback.
Share market feedback with Marketing, Operations, and in-house accountants to improve targeting, messaging, and packaging.