Associate Account Executive (SF)

Fondo•San Francisco, CA

3d•Hybrid

About The Position

Fondo is an all-in-one accounting platform for startups, combining automation with CPA-led teams to provide bookkeeping, tax, and tax credit services. The Associate Account Executive will close new business with founders and early finance leaders at early-stage startups, primarily pre-seed and seed companies using standard packages. Most opportunities come from inbound leads and SDR-booked meetings. The role is a high-volume closing position with short sales cycles, coaching, and a defined path to Account Executive. The position is hybrid and based in the San Francisco Bay Area. After ramp-up, the role is typically about two days per week at Fondo’s downtown San Francisco headquarters; during the first few months, it is typically three to four days per week. The role also includes attending Fondo-hosted and selected external San Francisco startup events, typically one to three times per week, starting on the first day. The three-month ramp includes learning the product and shadowing Account Executive calls in month one, running deals with coaching in month two, and carrying a full quota in month three. 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. Compensation is $110,000–$140,000 OTE, consisting of a 60/40 base salary and uncapped commission paid monthly; the final offer depends on experience. The package also includes Fondo stock options, medical, dental, and vision coverage for the employee and dependents, a traditional and Roth 401(k) with up to a 4% company match, flexible PTO, and 16 paid company holidays.

Requirements

One to two years of quota-carrying experience as an SDR or BDR preparing to move into a closing role, or as a closer handling 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.
Ability to build trust 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 an interest in sales; ideally, experience as an accountant or tax specialist who has moved into a client-facing or sales role and has 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 progress into a full Account Executive role, supported by a relevant track record.

Responsibilities

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