Founding Account Executive - Startups

Location: San Francisco (in-person, in-office, full-time ONLY) Compensation: $350K-$500K OTE | Uncapped Commission | Offers Equity About Virio Virio is building the next-generation B2B GTM stack. Backed by investors and operators from LinkedIn, YouTube, HubSpot, Rippling, and Google, we help the fastest-growing B2B companies go to market through executive-led content that drives revenue. We're hiring a Founding Account Executive - Startups to sell Virio into the startup segment: founders and GTM leaders at Series A–D B2B SaaS companies. You'll take our founder-led sales motion and turn it into a repeatable one. What You'll Do Own the full sales cycle for the startup segment: prospecting, discovery, demo, closeSelf-source a meaningful share of your own pipeline, not just work inboundSell founder-to-founder. Speak the language of the buyer because you've been in their seatTurn founder-led sales instincts into a documented, repeatable process others can runShape ICP, pricing, and packaging based on what you're hearing from real dealsFeed product and messaging directly with buyer feedback and objectionsHelp define what the startup-segment sales org looks like as we scale past you What We're Looking For You've been a founder, or a founding/very early sales hire at a startup. Not general sales leadership. Actual founding experienceDirect experience with founder-led sales, either running it yourself or building the motion that replaced itYou've sold to founders or execs at early-stage startups and know how they buyYou're comfortable being the only AE, with no playbook, no SDR team, and no CRM hygiene handed to youYou self-source. You don't wait for a lead listTrack record of closing revenue in ambiguous, fast-moving environmentsYou think from first principles and build process rather than inherit it Nice to have Experience selling into vertical SaaS (FinTech, PropTech, HealthTech, data infra, LegalTech)Comfort with $30K–150K+ ACV deal sizesExisting network of founders/operators in the Series A–D B2B SaaS worldPrior AI-native or tooling-heavy GTM experience Traits That Thrive at Virio High agency & execution bias – Takes action immediately without waiting for directionPipeline obsession – Focused on pipeline quality, velocity, and sustained forward momentumComfort with ambiguity – Energized by uncertainty and motivated by building from scratchDirect, accountable communication – Values clarity, speed, and ownership in communicationLow ego & relentless ownership – Takes full responsibility and follows through without excuses Benefits Work directly with the CEOCompetitive total compensation aligned to impact and ownershipMeaningful equity upside as part of the founding teamMedical, dental, and vision insurance401(k) planAll meals covered in officeRelocation support for San FranciscoCompany-wide annual off-siteHigh ownership, high trust, and fast career progression alongside world-class client partnersIn-person culture with deep commitment to excellence This is a full-time, on-site role based in San Francisco. We do not offer hybrid or remote positions. Compensation Range: $350K - $500K