Associate Account Executive (SF)

Fondo • San Francisco, CA

3d • $110,000 - $140,000 • Hybrid

About The Position

Fondo is hiring an Associate Account Executive to close new business with founders and early finance leaders at early-stage startups. The role sells bookkeeping, tax, and tax credit services, primarily to pre-seed and seed companies on standard packages. Most pipeline comes from inbound leads and SDR-booked meetings, supplemented by events and referrals. Deals are high-volume and short-cycle, requiring effective discovery, clear quotes, and prompt follow-through.

The role includes coaching and a defined path to an Account Executive position. The first month focuses on learning the product and shadowing AE calls; the second month involves running deals with coaching; and the third month involves carrying a full quota. The position is hybrid, with approximately two days per week at Fondo’s downtown San Francisco headquarters after ramp-up, and three to four days per week there during the first few months. The Associate Account Executive reports directly to the Manager of Startup GTM and works closely with Account Executives, the Head of GTM & Partnerships, an outbound SDR, and accounting teams.

Requirements

• One to two years of quota-carrying experience as an SDR or BDR ready to move into a closing role, or as a closer on short-cycle deals.
• A consistent record of meeting activity, meeting, or revenue targets.
• Ability to apply feedback quickly and handle a high volume of conversations.
• Strong communication skills, ability to build trust quickly with founders, and ability to 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 and interest in sales, ideally as a former accountant or tax specialist who has moved into a client-facing or sales role and can demonstrate early wins.
• Experience selling accounting, tax, or 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.
• Ambition to move into a full Account Executive role, supported by a relevant track record.

Responsibilities

• Run discovery, scope customer needs, provide quotes, and close a high volume of short-cycle deals, bringing each quoted deal to a clear yes or no.
• Follow up promptly with inbound leads and SDR-booked meetings, and generate additional leads through events and referrals.
• Understand each prospect’s bookkeeping, tax, and tax credit needs and recommend an appropriate setup.
• Identify larger or custom-scoped deals early and bring in an Account Executive to close them collaboratively.
• Represent Fondo at company events and selected external San Francisco startup events, typically one to three times per week.
• Maintain clean records in HubSpot and report weekly on conversion rates, lead sources, and feedback from founders.
• Shadow Account Executive calls, review recorded deals, and apply coaching to the sales process.

Benefits

• Competitive compensation of $110,000–$140,000 OTE, with a 60/40 base salary and uncapped monthly commission; final offer depends on experience.
• Stock options in Fondo.
• Medical, dental, and vision coverage for the employee and dependents.
• Traditional and Roth 401(k) with company matching up to 4%.
• Flexible paid time off.
• 16 paid company holidays.

What This Job Offers

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