Founding Enterprise Account Executive

About Mondrio

Mondrio is a fast-growing startup built on deep pricing experience from our founding team who have run 150+ pricing engagements. We’ve seen firsthand how companies struggle with pricing and leave money on the table. We’ve also seen firsthand how companies that make pricing a continuous capability thrive. Our team is designed to deliver that capability. Today our team of eight has pricing experts and engineers. Our main hubs are San Francisco and Amsterdam, covering North American and European markets. We believe these markets are key to building a category-defining company. We're backed by investors who've helped build leading tech companies and expect to grow the team 4-5x in the coming 12 months. Joining now means you’ll actively shape the product, the team, and the way we run engagements. If that kind of ownership and entrepreneurship sounds energizing rather than daunting, then this role is for you.

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, maintain a healthy pipeline, and forecast accurately.
• Design Mondrio's enterprise playbook (outreach, qualification, deal structure, commercial terms, and close mechanics), document it, and iterate so it scales to future AEs.
• Partner directly with founders on GTM strategy, ICP, and positioning; carry market learnings back into how we sell.
• Set CRM discipline and operating rhythm for the sales team: pipeline hygiene, prioritization, and clean forecasting.
• Direct AI agents to automate repeatable parts of the buyer’s journey (research, prospecting, personalization, follow-up) while applying judgment to key deal moments.
• Build and improve your own AI workflows to reduce toil and sharpen execution—this is core to how we work, not a nice-to-have.
• Become a trusted advisor to customers: bring commercial and pricing insight, set expectations honestly, and sell on the roadmap where it fits.
• Work inside the Mondrio platform on live deals and provide product and engineering feedback on what wins, stalls, or is needed next.

Your First 90 Days

• Get deep on the product, the pricing category, and our ICP; sit in on live founder-led deals to learn the current motion.
• Build your pipeline: run high-intent outbound and qualify early inbound opportunities.
• Take your first deals end-to-end, from discovery to closed-won.
• Start codifying what works into the beginnings of a repeatable playbook: effective outreach, qualifying discovery, handling objections.
• Provide structured feedback from the field to guide product development.

Requirements

• 5-8+ years of enterprise B2B tech sales experience, 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 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 (no need to build it yourself).
• 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 Have

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

How We Work

We deeply care about ownership and equipping our team to take it. In practice, every person here owns outcomes and scopes their own work—there's no layer between you and the problem. Our product is AI-native, and so is the way we sell: AI handles the heavy lifting on research, prospecting, and analysis, while the human stays in the loop for the calls that matter. As our founding AE, you sit at that seam and set the standard for everyone who sells here after you.

Pay

Compensation: $200,000 – $250,000 OTE (base + commission) per year. Plus meaningful equity through our employee stock option plan (ESOP). We aim to be highly competitive on cash and generous on equity—joining at this stage means a real stake in what we build together. The level of pay within the range will depend on factors including past work experience, relevant education, and performance on our interviews or in a work trial. Employees based outside of the US will receive a different benefits package.

Benefits

• 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.