Founding Account Executive

ezraailabs.tech•San Francisco, CA

4d•$120,000 - $140,000•Remote

About The Position

Recruiting is broken. Recruiters are drowning in 1,000+ applications per role filled with AI-generated resumes, fraudulent candidates, and identity theft. In software engineering roles, 40-60% of applicants are fraudulent — imposters with fake resumes, candidates reading from AI scripts during live interviews, or deepfake avatars. Traditional resume screening doesn't work anymore. Ezra is the voice AI platform that fixes this. We conduct natural, structured interviews at scale so recruiting teams can quickly surface real, qualified candidates without spending hours on phone screens. Our platform detects fraud, evaluates candidates beyond their resumes, and integrates natively with ATS systems like Greenhouse and Ashby. Recruiters save 75% of their screening time and interview 6x more candidates. Candidates give us a 4.5 average rating. We're live in production with large enterprise customers, our CEO is a second-time (previously acquired) founder, and we’ve raised two rounds of funding from Andreessen Horowitz, Penny Jar Capital (Steph Curry’s fund), LMNT Ventures, NEA angels, and Sequoia angels. You will be our first sales hire. You will personally close $500K–$750K in ARR in Year 1 while helping define what repeatability looks like before we hire AE #2. You'll work directly with the CEO and leadership team to run full-cycle sales into enterprise customers. This role requires someone who is comfortable being the only seller for 6–9 months, can operate without a playbook, and wants to build something from the ground up.

Requirements

3+ years closing B2B SaaS deals in a Seed – Series A environment
Experience with $50K–$150K ACV deals (not $5K SMB, not $500K+ enterprise-only)
Sold into HR, TA, or recruiting buyers — you understand how HR / People / Recruiting teams operate and what they care about
Comfortable with 60–90 day sales cycles, legal reviews, and vendor security questionnaires
Can run pilots with clear success criteria and convert them to paid contracts
Strong ownership mentality — you take full accountability for your pipeline and outcomes
Ability to operate without a playbook and figure things out as you go

Nice To Haves

First sales hire or employee #5–15 at a startup
Recruiting or sourcing background
Experience selling workflow or compliance software where change management matters
Familiarity with ATS ecosystems (Greenhouse, Lever, Ashby, Workday) and recruiting workflows
Sold AI/ML products

Responsibilities

Own the full sales cycle from outreach through close and expansion. You'll manage a pipeline of ~20 active opportunities at any given time, with deal sizes between $50K–$150K ACV.
Run structured pilots with clear success metrics and conversion plans. Most pilots last 30 days, and your job is to ensure they convert to paid contracts.
Navigate enterprise buying processes including legal reviews, vendor security questionnaires, DPAs, and procurement workflows. You'll work with IT, Legal, Security, and TA leaders.
Travel to customer sites and industry events to build relationships and close deals. Expect 1–2 trips per month.
Work closely with the CEO to refine positioning, pricing, objection handling, demo flows, and messaging based on what you're hearing in the field.
Maintain clear pipeline visibility. You'll own forecasting, CRM hygiene, and weekly deal reviews.
Define what repeatability looks like. Document what works, what doesn't, and what objections you're hearing so we can build a scalable sales motion before hiring AE #2.