Founding Enterprise Account Executive

Mondrio • San Francisco, CA

36d • $200,000 - $250,000

About The Position

We are seeking a Founding Enterprise Account Executive to own the full enterprise sales cycle, from prospecting to closing new enterprise logos. This role involves running sharp, consultative discovery sessions with C-level executives to connect their problems with our solutions. You will be responsible for achieving an ambitious revenue target, maintaining a healthy pipeline, and forecasting accurately. A key part of this role is building the sales motion from scratch, designing and documenting Mondrio's enterprise playbook, and partnering directly with the founders on go-to-market strategy, ideal customer profile (ICP), and positioning. You will also set the CRM discipline and operating rhythm for the future sales team. This role emphasizes selling AI-native solutions, leveraging AI to automate repeatable parts of the buyer's journey while focusing human judgment on critical deal moments. You will also act as a trusted advisor to customers, providing commercial and pricing insights, setting honest expectations, and influencing product development with feedback from live deals. Your first 90 days will focus on product and ICP immersion, building pipeline through outbound and inbound efforts, closing your first deals, and beginning to codify best practices into a repeatable playbook.

Requirements

• 5-8+ years of enterprise B2B tech sales experience in technology, with a track record of closing high ACV deals end-to-end, from self-sourced prospecting to signature.
• Proven success carrying and exceeding a revenue target in a fast-paced environment; you generate your own pipeline rather than wait for it.
• Excellent communication and demonstrated ability to run multi-stakeholder enterprise deals and build consensus up to the C-level.
• Experience automating workflows or building automations to handle the repeatable components of a sales process.
• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities
• Real excitement about advanced AI, and the confidence to direct AI-driven work in your own selling. You don't need to build it yourself.
• Success and an ability to thrive in a fast-paced, high-ambiguity startup environment.
• Experience with a CRM and sales-engagement tooling (e.g., Salesforce, Gong).
• Professional fluency in English.

Nice To Haves

• Working experience with pricing, monetization or CPQ/billing solutions.

Responsibilities

• Own the full enterprise sales cycle
• Source and win new enterprise logos end-to-end: prospecting, discovery, business-case development, commercial negotiation, and close.
• Run sharp, consultative discovery with leaders who own pricing and growth (CFOs, CROs, CPOs, and heads of monetization) connecting their problems to what Mondrio does.
• Own an ambitious revenue target, keep a healthy pipeline week to week, and forecast it accurately.
• Build the sales motion from scratch
• Design Mondrio's enterprise playbook (outreach, qualification, deal structure, our own commercial terms, and close mechanics) then document and iterate it so it scales to the AEs who follow you.
• Partner directly with the founders on GTM strategy, ICP, and positioning; carry what you learn in the market back into how we sell.
• Set the CRM discipline and operating rhythm the sales team will inherit: pipeline hygiene, prioritization, clean forecasting.
• Sell AI-native, with AI
• Direct AI agents to automate the repeatable parts of the buyer's journey (research, prospecting, personalization, follow-up) and keep your judgment on the moments that actually move a deal.
• Build and improve your own AI workflows to cut toil and sharpen execution.
• Be a trusted advisor and make the product better
• Become a genuine partner to customers: bring real commercial and pricing insight, set expectations honestly, and sell on the roadmap where it fits.
• Work inside the Mondrio platform on live deals, and give product and engineering specific feedback on what wins, what stalls, and what's needed next.

Benefits

• Compensation: $200,000 – $250,000 OTE (base + commission) per year.
• Meaningful equity through our employee stock option plan (ESOP).
• A market-conform package, including health coverage, pension/retirement provision, generous paid time off, and paid parental leave.
• Full ownership of your pipeline and of the enterprise sales motion end-to-end.
• A team where your impact is visible.
• An opportunity to be part of a fast-growing company.
• Daily work with, and real influence over, a cutting-edge AI pricing engine.
• Continuous exposure to the newest AI tools and techniques.

What This Job Offers

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