Job Description: Founding Account Executive

A ready-to-use template — plus the context you need to know when to hire this role and what makes it different from every other AE you've ever hired for.

A Founding AE isn't 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 between sales, product, and marketing. The best ones are builders who sell and sellers who document. They create momentum you can hire into.

Most early mistakes happen when startups hire for pedigree instead of fit. A big-logo enterprise closer can struggle badly in a messy, early-stage motion. An SDR who wants the title but avoids prospecting will stall your pipeline. Hire for curiosity, resilience, crisp communication, a bias toward outbound, and comfort operating without enablement or structure.

A vague job description gets you volume. A clear, compelling one gets you alignment.

When to hire this role

You're ready when:

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 your network.

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

If churn is unresolved or ICP is still unclear, fix those first. Otherwise you're setting your first AE up to fail before they ever start.

Before you post: calibrate for your motion

Fill in your ACV band, typical sales cycle, ICP and buyer titles, expected inbound vs. outbound mix, and office policy. These details make the JD feel real — and help the right candidates self-identify while filtering out the wrong ones.

The template

About us

We are a [stage] SaaS startup helping [ICP role] achieve [outcome] without [industry pain]. Our product is live, our first [X] customers are in, and we're backed by [investors if applicable]. We're hiring a Founding AE to build our outbound motion, close new [segment] customers, and shape the next phase of our GTM engine.

The role

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

What you'll own

Own outbound pipeline and [segment] sales from discovery to close. Partner with the founder to test messaging and targeting. Build and iterate our first sales playbook and CRM workflows. Collaborate with product to inform the roadmap from customer insights. Contribute to hiring and onboarding future GTM team members.

What success looks like — first 90 days

Close your first deal. Run 15+ qualified discovery calls. Launch outbound sequences for two ICP segments. Build a repeatable playbook for top-of-funnel messaging and early sales stages. Our average deal is currently [ACV] with a [X]-day sales cycle — you'll help us increase velocity and drive repeatability.

You might be a fit if you

Have 2 to 5 years of closing experience in B2B SaaS, ideally with expertise in [relevant vertical]. Know how to prospect and build pipeline from scratch. Communicate clearly and write with purpose. Want high visibility and meaningful equity at a growing startup. Are energized by ambiguity and excited to build something that doesn't exist yet.

Why join us

Work directly with founders and own a core 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 that's still early in its journey.

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ClosedWon Talent helps growth-stage companies hire GTM talent that actually performs. If you're building your sales team and want a recruiting partner who understands the motion — not just the resume — reach out here or learn about The ClosedWon Method.