Job Description: Founding Account Executive

Context: Why a Founding AE is Different

A Founding AE is not a typical closer. They turn a founder led motion into a repeatable sales engine. They build pipeline while writing the playbook, pressure test messaging with real buyers, and close the loop with product and marketing. The best ones are builders who sell and sellers who document. They create momentum you can hire into.

Most misses happen when startups hire for pedigree instead of fit. A big logo enterprise closer can struggle in a messy, early stage motion. An SDR who wants the title but avoids prospecting will stall your pipeline. Hire for curiosity, resilience, crisp writing and communication, a bias to prospect, and comfort operating with limited enablement.

When to hire this role

• You have a defined ICP and early proof points, referenceable customers and repeat objections

• The founder is the bottleneck for new deals or follow up

• You can surface 10 to 20 qualified conversations per month with founder support, marketing, or networks

• Pricing and packaging are stable enough to sell without weekly resets

If churn is unresolved or ICP is unclear, fix those first. Otherwise you set the AE up to fail.

How to Use This Template

You have the why and the timing. Here is how to turn that into a publish ready JD that pulls in the right candidates.

Step 1: Quick fit check

• You meet the criteria above for hiring now.

• ICP, pricing, and key objections are stable enough to sell.

• The founder can support early calls and reference customers.

Step 2: Calibrate for your motion

Fill these in with your numbers so the JD feels real:

• ACV band, average and target

• Typical sales cycle length

• ICP and two to three buyer titles

• Inbound vs outbound mix you expect

• Office policy, in office, hybrid, or remote

Step 3: Decide what you will publish

• Location and work setup

• Reporting line and team size today

• Pay range and equity (check local transparency rules)

• Links to demo, product overview, and company news

Tone to use

Crisp, buyer centric, plain language. Avoid clichés. Speak to outcomes and ownership.

Optional modules you can add

• Location and work hours

• Compensation range and OTE explanation

• Benefits summary

• Tools stack

• Interview process outline

Now grab the sample below and replace the bracketed fields.

Template Instructions

• This is a sample job description for a Founding Account Executive. Use it as copy ready text.

• Replace all bracketed fields before publishing. Tune ACV, cycle length, and metrics to your numbers.

• You can delete this instructions block in your final post if you prefer.

About Us (Sample Copy)

We are a seed stage SaaS startup helping RevOps teams streamline workflows without spreadsheets. Our product is live, our first 12 customers are in, and we are backed by [insert investors if applicable]. You can check out our product demo or read about our recent funding announcement [here] and [here].

Now, we are hiring a Founding AE to help us build our outbound motion, close new mid market customers, and shape the next phase of our GTM engine.

The Role (Sample Copy)

As our first sales hire, you will be hands on in every part of the sales cycle while also helping us build the systems and messaging that scale. You will work directly with the founders and Head of Product, with a high level of visibility and impact. This is a player coach role: you will close deals now and help shape the team that follows.

What You Will Own (Sample Copy)

• Own outbound pipeline and mid market sales from discovery to close

• Partner with the founder to test messaging and target ICPs

• Build and iterate our first sales playbook and CRM workflows

• Collaborate with product to inform roadmap from customer insights

• Contribute to hiring and onboarding future GTM team members

What Success Looks Like, First 90 Days (Sample Metrics)

• Close your first deal

• Run 15 plus qualified discovery calls

• Launch outbound sequences for 2 ICP segments

• Build a repeatable playbook for top of funnel messaging and early sales stages

• Our average deal size is currently about $12 to $18K ACV, with a 30 to 45 day sales cycle. You will help us increase velocity while testing ways to expand deal size and drive repeatability.

You Might Be a Fit If You (Sample Requirements)

• Have 2 to 5 years of closing experience in B2B SaaS, ideally with industry expertise in [insert relevant vertical or persona]

• Know how to prospect and build pipeline from scratch

• Communicate clearly and write with purpose

• Want high visibility and early equity in a growing startup

• Are energized by ambiguity and excited to build

Why Join Us (Sample Pitch)

• Work directly with founders and own a key piece of GTM

• Shape the sales motion from day one

• Join a team that values autonomy, experimentation, and trust

• Earn meaningful equity plus a comp plan that rewards results

• Be part of a mission driven company still early in its journey

Your first AE is not just a closer, they are a builder, an early ambassador, and a core part of your go to market foundation. The way you position this role shapes who applies, how they self select, and what kind of momentum you create from day one.

A vague JD gets you volume. A clear, compelling one gets you alignment.

About ClosedWon Talent

ClosedWon Talent is a specialized sales recruiting firm that helps growth focused companies hire top GTM talent. We partner with founders, revenue leaders, and investors to build high performing sales teams across SaaS and beyond.

What sets us apart is the ClosedWon Method, a proven recruiting framework built on speed, precision, and transparency. We combine deep industry expertise with a curated candidate network to deliver shortlists of qualified, motivated sales professionals...fast. Our team does not just fill roles, we act as embedded partners who understand how to assess selling style, territory experience, and growth potential based on each clients' specific needs.

Learn more at www.closedwontalent.com