Founding Account Executive

Mandrel•New York, NY

About The Position

If you’ve sold Navan, Payhawk, Monday, Bill, or similar — this role was written for you. Mandrel is building the AI-native ERP for physical goods. Today, our wedge is simple and painful: true, auditable gross margin by SKU and channel connecting spend, inventory, revenue and accounting. We sell directly to CFOs, Controllers, Finance and Ops leaders who already understand the pain without a system that actually solves it. Founded in 2024, Mandrel has raised over $12 million from Lux Capital, Construct Capital, Zigg Capital, Asymmetric Capital, and Clocktower Ventures. The team is headquartered in New York and brings deep expertise in finance and AI. Mandrel is hiring a Founding Account Executive based in New York to own our early commercial motion and drive the next phase of growth. As a founding seller, you will be responsible for the full sales cycle—from lead qualification through close—and will work closely with prospects to deeply understand their operational and financial workflows, shape Mandrel’s value narrative, and guide customers through a highly consultative evaluation process. This role is an exceptional fit for AEs currently selling Navan, Payhawk, Bill, or similar CFO-facing platforms. This is a perfect role for someone looking to join an exceptional team at the earliest stages and play a massive part in building our revenue engine, commercial process, and GTM playbook from the ground up.

Requirements

3+ years of overall experience, ideally in high-growth B2B SaaS environments
2+ years in a closing role (Account Executive or similar) with a track record of hitting or exceeding revenue targets
Experience selling into Office of CFO & adjacent teams: finance, accounting, supply chain, or operations personas—or the ability to quickly learn these workflows
Strong familiarity with concepts related to ERPs, costing, margin analysis, inventory management, or complex operational workflows
Ability to partner closely with Solutions, Product, and Implementation teams to drive deal progression

Nice To Haves

Bonus points for selling backgrounds with process rigor, high-velocity, and enterprise-grade storytelling expectations (example: Navan, Payhawk)
Bonus points for experience selling ERP, supply-chain, BI, AP, Travel & Expense, Revenue Automation or other finance software to CPG or manufacturing companies
Bonus points for experience at early-stage startups, ideally as an early GTM hire

Responsibilities

Full Sales Cycle Ownership: Own and manage the entire sales motion: outbound pipeline generation, qualification, discovery, product demonstrations, commercial negotiation, and closing.
Build strong, thoughtful relationships with senior finance, accounting, supply-chain, and operations leaders evaluating Mandrel.
Deep Consultative Discovery: Develop a sharp understanding of a prospect’s business model, inventory flows, costing processes, systems architecture, and margin challenges.
Lead conversations that unpack operational complexity and position Mandrel’s AI-native ERP as the backbone of a modern physical-goods tech stack.
Translate Workflows Into Clear Commercial Value: Articulate the end-to-end impact Mandrel delivers—SKU-level margin accuracy, landed cost automation, reporting and accounting workflow automation.
Build compelling business cases that quantify value and align multiple stakeholders around a shared vision. Focused on selling business value to Finance and Business stakeholders using ROI and BVA models, rather than competing on "features & functions".
Partner Cross-Functionally With Solutions, Product & Implementation: Work closely with Solutions Consulting and Product to shape demos, progression plans, and proof points rooted in feasibility.
Relay customer pain, objections, and feature needs clearly back to the product and engineering teams, influencing roadmap decisions.
Develop the Early GTM Playbook: Help define qualification criteria, messaging, objection handling, pricing frames, outbound sequences, and high-ROI industries and personas.
Set the operating standard and rhythm for an elite, high-velocity commercial organization.