Founding Account Executive

The RoleYou'll be Vallor's first full-time sales hire, owning the full revenue cycle from first outreach to signed contract. We aren't looking for someone who rode a brand wave at a big successful company; we need a self-motivated, driven, and highly proactive sales professional who can take our existing processes and build the playbook on their own. You'll work shoulder-to-shoulder with the co-founders (CEO and CTO)  to refine the sales playbook, nail positioning, and land our second wave of enterprise and mid-market customers.You'll represent Vallor at conferences and in-person meetings, including executive-level demos and multi-stakeholder buying committee conversations.Youll take our documented SOPs and processes and execute them to bring repeatable results.The Full Cycle Grind: In the early days, there is no "pre-sales" or "marketing-fed pipeline". You will "get dirty in the trenches," handling everything from outbound prospecting and cold calling to closing deals.Focus on Metrics: You will live in the CRM, obsessing over volume and conversion. We talk weekly about these metrics because they are the "guardrails" for our growth.Niche Down to Conquer: You will help us focus on specific sub-verticals, winning through "speed and service" rather than just product features.This is a rare opportunity to get in early, grow into a sales leadership role, and earn meaningful equity at a company with serious momentum.ResponsibilitiesOwn the full sales cycle: outbound prospecting, discovery, demos, legal redlines, procurement processes, negotiation, and closeBuild and manage your own pipeline acting as AE and SDR until we scale the teamRun differentiated demo tracks tailored to audience: procurement leads, legal-only demos, and executive pitchesNavigate multi-stakeholder buying committees, including procurement, legal, finance, and executive sponsorsPartner with the CEO to develop and codify the sales playbook what works, what doesn't, and whyKeep CRM updated, track pipeline accurately, and contribute to forecastingRelay customer feedback to product and engineering to inform roadmap prioritiesRepresent Vallor at industry conferences and events holding the fort when the CEO travelsRequirements35 years of full-cycle B2B SaaS sales experience, ideally in mid-marketProven track record closing deals with multi-stakeholder buying committeesStrong interpersonal skills, you can build trust with a CFO and a procurement manager in the same conversationComfortable handling procurement and legal processes as part of the sales cycle (bonus if you've sold into procurement teams)Entrepreneurial mindset you don't wait for inbound; you create your own motion. Ideally, youve run a small business before or have a background in scaling and testing sales motions and processes or testing ideas as an entrepreneurSales Acumen: You can speak clearly to your successful process, methods for finding success,  including your specific conversion rates from cold outreach to closed deals.Continuous Learner: You love your craft, and regularly study the latest and greatest in sales, business development, and messaging. You enjoy documenting your daily learnings, like sharing insights, and are always looking to collect winsExcellent written communication skills, including cold outreach (we'll ask you to demonstrate this)Ability to travel frequently for customer meetings and conferencesBased in Miami or willing to work in the Miami timezoneNice to HaveExperience selling AI, CLM, or procurement technologyFamiliarity with enterprise procurement workflows (POs, invoices, vendor management, contract lifecycle)Experience building or contributing to a sales playbook at an early-stage companyPrior experience managing or mentoring junior sales repsExisting network in procurement, finance, or legal buyer communitiesCompensation & BenefitsBase: $75,000 $105,000 (Depending on experience)OTE: ~$150,000 $210,000 (Depending on experience)Uncapped commission with acceleratorsMeaningful early-stage equityRemote-friendly with Miami as home baseDirect line to the CEO, 5X Fractional CRO Advisor/Coach, and CTO/product teamFast-moving, low-bureaucracy environment your work will have immediate impactOur Commitment to YouYou will always know where you stand, whether you are pacing to be a future head of sales, a manager, or arent performing in a way we need most, we will shoot you straight.Your market value will increase. You will learn industry skills that will compound in value during your career at Vallor and beyond.You will work with great people. We believe in hiring honest, kind, humble and hungry people  We won't hire and tell you to figure it out on your own. We have already closed a significant number of deals ourselves to validate the market, established repeatability in generating new opportunities, defined exactly who our ICP is and how to find them.and are past capacity to handle all of the pipeline on our own. Set up a CRM and clear operating rhythms for daily management, sales success, and company support in closing and supporting customers for life. Hiring ProcessPrescreen call with Antonio (30 min)Technical interview with Antonio + advisor (60 min) includes a cold email writing sampleCulture & fit interview (final)Reference check & background checkOffer recblid tpc1qfeljvtx4b1awzu7s3zfcu2tm9

Created: 2026-03-17