Founding Account Executive

About Ezra

The Role

What You'll Do

• Own the full sales cycle from outreach through close and expansion. You'll manage a pipeline of ~20 active opportunities at any given time, with deal sizes between $50K–$150K ACV.
• Run structured pilots with clear success metrics and conversion plans. Most pilots last 30 days, and your job is to ensure they convert to paid contracts.
• Navigate enterprise buying processes including legal reviews, vendor security questionnaires, DPAs, and procurement workflows. You'll work with IT, Legal, Security, and TA leaders.
• Travel to customer sites and industry events to build relationships and close deals. Expect 1–2 trips per month.
• Work closely with the CEO to refine positioning, pricing, objection handling, demo flows, and messaging based on what you're hearing in the field.
• Maintain clear pipeline visibility. You'll own forecasting, CRM hygiene, and weekly deal reviews.
• Define what repeatability looks like. Document what works, what doesn't, and what objections you're hearing so we can build a scalable sales motion before hiring AE #2.

Success in Year 1 Looks Like

• Close $500K–$750K in new ARR
• Convert 3–5 pilots into paid contracts
• Establish a repeatable qualification framework, demo flow, and objection handling playbook
• Build relationships with 5–10 design partners who can provide case studies and references
• Help hire and onboard AE #2 based on what you've learned

What We're Looking For

• 3+ years closing B2B SaaS deals in a Seed – Series A environment
• Experience with $50K–$150K ACV deals (not $5K SMB, not $500K+ enterprise-only)
• Sold into HR, TA, or recruiting buyers — you understand how HR / People / Recruiting teams operate and what they care about
• Comfortable with 60–90 day sales cycles, legal reviews, and vendor security questionnaires
• Can run pilots with clear success criteria and convert them to paid contracts
• Strong ownership mentality — you take full accountability for your pipeline and outcomes
• Ability to operate without a playbook and figure things out as you go

• First sales hire or employee #5–15 at a startup
• Recruiting or sourcing background 
• Experience selling workflow or compliance software where change management matters
• Familiarity with ATS ecosystems (Greenhouse, Lever, Ashby, Workday) and recruiting workflows
• Sold AI/ML products

Compensation & Equity

• Base: $120K–$140K
• Variable: $120K–$140K (uncapped commissions)
• OTE: $240K–$280K
• Equity: 0.25%–0.75% (depends on experience)

Why Join Now

Work Environment

• Fully remote with core collaboration hours in Pacific Time
• Small, focused team where your work has immediate impact
• Direct access to the CEO and founding team
• Real users, real feedback, real opportunity to shape what Ezra becomes
• Frequent travel for customer meetings and industry events (1–2 trips per month)

Application Process

Equal Opportunity