Founding Account Executive

About OneSchema

Every company needs to receive data from partners and customers. We see an incredible opportunity to be the de-facto data transfer platform for all industries that run on CSV files (hint: it’s all of them). We are a fast-growing startup backed by General Catalyst, Sequoia Capital, and Y Combinator. Our customers range from publicly traded enterprises to cloud 100 startups like Scale AI. 

We have an ambitious, intense, fast-paced culture at OneSchema. As a rapidly growing seed-stage company, every team member has the chance to have a major impact on our business. The ability to operate autonomously is an absolute must. With this level of autonomy, you’ll have the chance to learn in one week what it would take months to learn elsewhere.

We both have an aggressive sales compensation plan and this role will come with meaningful equity compensation. Nothing makes our founders happier than writing huge commissions checks and we celebrate performance. Our work culture is hybrid, and this role will be based in our SF HQ office 3x per week. 

About the role

We’re looking for the rare account executive who is both a star seller but a builder at heart. This is a unique role offering the opportunity to collaborate with the CEO on defining our sales strategy. You’ll get to see the good, the bad, and the ugly of how to build a company from the ground up. 

While a traditional AE role is primarily focused on running a pre-existing playbook, we’re looking for a seller who wants to write the playbook. We think 3 traits will drive success for a seller in this role:

• Builder mindset - deeply curious and challenges how things are done. eg. figures out how to double our ACV by breaking into a new customer profile. They have a strong bias for action and drive fast experimentation.
• Core motivation - ambitious and wants an opportunity to prove themselves while working closely with the founders as we learn and apply quickly.
• Sales IQ - track record of excellence in tech sales. Minimum of 3+ years of closing experience w/ deal sizes from $50k+.

This is an exciting opportunity for an ambitious account executive who wants to be on the ground floor of building an early stage startup. As our founding account executive, your responsibilities will span far beyond a traditional sales role. You’ll be writing our pricing and renewal strategies with the CEO. Our CTO and engineering team want to swing by your desk for input on the product roadmap. Your potential for impact goes far beyond the revenue you close (though that’s a critical part of the role too). 

As an early member of a top seed-stage startup, you’ll get exposure to top Silicon Valley investors and operators. You’ll be mentored by our incredible slate of advisors including: the founding AE of Amplitude, the VP of Marketing at Rippling, former VP of Sales at Airtable, Head of SMB at Notion, and GTM Leadership at Open AI. 

We’re pretty far along as far as founding AE roles go. We have hundreds of paying customers. We’re improving an existing playbook, not building from scratch. We expect you to ramp fast; you’ll be inheriting an existing pipeline. We also have an extremely strong inbound pipeline, but we expect you to be great at outbound as well as we continue to move upmarket.

About you

Experience:

• Hard requirements:

  • Closing Experience 3+ years of quota carrying, tech sales closing experience

    • Strong track record of success. We will do reference checks on your attainment history.

  • Deal sizes ACVs of $50k+ in a prior closing role

• Nice to have:

  • Business Development 1+ year of BDR experience at a SaaS company
  • Previous startup experience Ideally, at a seed through series D startup
  • Technical experience Experience selling a product to technical buyers OR engineering/life sciences degree

Skills:

• Curiosity: You want to know why things are the way they are and challenge how things are done. You know how to learn for yourself instead of expecting to be taught.
• Pain Discovery You’re a value-seller who knows how to get to the root of customer pain
• Organization You know your pipeline like the back of your hand and are always on top of the details of your details.
• Cross-functional collaboration Instead of complaining that marketing has bad leads, you work with marketing to make the leads better. If you have a great idea for a feature, you’re running to the engineering team to advocate for it.

Culture:

• Early stage You know you want to join a very small startup. You have thought through the tradeoffs of being part of a very small team and have conviction you’ll thrive in an unpredictable environment.
• Hungry You’re looking for a big challenge for the next stage of your career. You aren’t afraid of working really, really hard to get deals closed
• Ownership You hold yourself accountable to producing your own deals and push the pace to blow past quota. You are excited about meaningful equity compensation. You want to collaborate beyond your role to make the entire company successful.

Benefits

• Meaningful equity compensation - employees act like owners and their compensation reflects that
• Medical, Dental and Vision plans
• Daily lunch in office
• 401k, HSA, and FSAs
• Unlimited PTO and sick days
• Mentorship from marketing leaders at companies such as Webflow, Airtable, and Notion

The base salary will be $120k with 20% uncapped commission. We also offer substantial equity compensation. We are looking for AEs who want to bet on themselves and the company and are motivated by the upside opportunity of the role. In addition to base salary, we offer competitive equity packages, health, dental and 401(k) contributions that play a big part in recognizing you for the huge impact you will have on helping us achieve our mission.

OneSchema is an equal opportunity employer and encourages all applicants from every background and life experience. We celebrate diversity and do not discriminate based upon race, religion, color, national origin, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.