*This post was created on behalf of one of Bravado’s clients.
Bravado represents a privately-held Compliance SaaS company that helped a major FinTech, Bancoli, reduce its average KYB review time per customer from 30 minutes to 3 minutes.
This 10-employee, Seed Funded firm ($5 million in total funding), whose founders drove major growth at Brex, Coinbase, Google, and Twitter, is seeking a Founding Account Executive to sell $25k to $100k ACV deals to banks of all sizes, and FinTechs that sell to banks. The team works from a modern San Francisco office near the Transamerica pyramid.
Solution
Our client specializes in automating compliance and operational workflows for financial institutions and FinTech companies.
Their AI-driven platform accelerates processes such as document verification, due diligence, and Anti-Money Laundering (AML) screening, enabling businesses to approve customers more quickly while maintaining strong compliance standards.
Role
* Individual contributor role, reporting to the CEO and working from their San Francisco office on Samsone Street.
* $125k base salary, double OTE. Uncapped comp plan with accelerators. Company equity, health coverage, and $300 commuter stipend round out the comp.
* You must have 3+ years of experience selling SaaS to banks of all sizes, and/or FinTechs that work with banks.
* You will typically call on Risk/Compliance Product Managers, Chief Compliance Officers, and Heads of Risk.
* You have built repeatable prospecting and sales motions using modern AI sales tools to maximize your time by “automating yourself.”
* No order takers please; you are scrappy, gritty, driven, creative, and passionate about FinTech sales!
Culture
* “Eight months ago, compliance kept me up at night. (PRODUCT) is invaluable because it has allowed me to focus on scaling the business.” – current client
* 4.6 rating by Futurepedia, which called it “an essential tool for financial institutions and businesses in high-risk industries.”
* Customers include Bridge, Airwallet, Stripe, Pipe, and Flutter.
* Senior leaders there are certified AI experts who publish thought leadership and are often featured speakers at conferences and podcasts.
Official Job Description
While AI is transforming nearly every industry, financial compliance teams are still drowning in manual reviews, struggling with backlogs, and facing mounting regulatory pressure. That's where we come in.
We're using state-of-the-art AI to revolutionize how banks and FinTechs handle compliance, making it 10x faster and more accurate than traditional manual processes.
Founded by former Brex and Coinbase product leaders who scaled compliance operations 10X, we are backed by top-tier investors including Initialized Capital and seasoned executives from Brex, Datadog, and Slack. We're on a mission to accelerate financial innovation by enabling banks and FinTechs to onboard more customers faster while maintaining stronger compliance.
As our Founding Account Executive, You Will:
- Partner directly with our founders to build and execute our enterprise sales playbook, setting the foundation for our go-to-market strategy
- Own the full sales cycle for strategic banking and FinTechs accounts, from prospecting to closing deals worth $100K-$500K+ annually
- Develop deep relationships with Risk/Compliance Product Managers, Chief Compliance Officers, Heads of Risk, and other key stakeholders in the financial services industry
- Collaborate with product and engineering to translate customer feedback into product improvements that drive adoption
- Help shape our sales operations infrastructure, including implementing best practices for pipeline management and forecasting
- Build and nurture relationships with system integrators and technology partners to accelerate market penetration
You May Be a Fit For This Role If You:
- Have 5+ years of enterprise software sales experience, ideally selling to banks, FinTechs, or other financial institutions
- Have consistently exceeded quota and can demonstrate a track record of closing complex, multi-stakeholder enterprise deals
- Are comfortable selling both to technical and business stakeholders, with experience navigating security, privacy, and compliance requirements
- Have experience building a sales motion from scratch and can thrive in an early-stage environment with minimal oversight.
- Are passionate about AI/ML technology and can effectively communicate its value to skeptical enterprise buyers
- Have experience with modern sales tools (Hubspot, Clay. Koala, etc.) and can help establish sales processes and operations
Ideal Qualities:
- Outstanding business acumen with the ability to understand and articulate complex technical concepts
- Natural relationship builder who can establish credibility with C-suite executives
- Strategic thinker who can identify and capitalize on new market opportunities
- Self-starter mentality with the ability to work autonomously while contributing to team goals
- Strong analytical skills with the ability to use data to drive decisions and improve processes
- Experience selling compliance, risk, or other regulated products is a major plus
- Track record of success selling into enterprise accounts with long sales cycles
- Excellent written and verbal communication skills with meticulous attention to detail
- Passion for building something from scratch and wearing multiple hats
You will have the opportunity to shape the future of financial compliance technology while working alongside experienced founders and world-class engineers. We offer competitive compensation including significant equity ownership, comprehensive benefits, and the chance to be a key early employee at a rapidly growing startup.
Location: San Francisco (In-person, 5 days a week)
If you're excited about revolutionizing how financial institutions handle compliance and want to play a crucial role in scaling a fast-growing AI company, we want to hear from you.
Location: United States of America
Responsibilities:
- Manage and Grow the Pipeline: AEs are responsible for managing the sales pipeline by actively pursuing qualified leads, progressing opportunities, and maintaining relationships with potential clients. Follow-Up: Proactively follow up with prospects who have shown interest or engaged with marketing efforts to ensure they move through the sales process.
- Product Demos and Presentations: Deliver engaging product presentations and demos that showcase the value and capabilities of the company’s products or services. Tailored Solutions: Customize presentations and demos to address the specific needs and pain points of each prospect.
- Understand Client Needs: Work closely with prospects to fully understand their challenges, needs, and objectives, often through discovery calls or meetings. Solution Selling: Based on the client’s needs, tailor the solution being offered, explaining how it will provide value and solve their problems.
- Negotiate Contracts: Work with the client to agree on terms, pricing, and services. Ensure that the contract aligns with both the prospect’s needs and the company’s objectives. Close Sales: Secure agreements and close deals, turning prospects into paying customers, and achieving sales targets.
- Build Strong Relationships: Develop and maintain long-term relationships with clients to encourage repeat business, upsell opportunities, and referrals.
- Post-Sale Support: Ensure a smooth transition to the customer success or account management teams, assisting with onboarding or implementation when necessary.
- Work with Sales Development Representatives (SDRs): Collaborate with SDRs to ensure a seamless handoff of leads and prospects. Coordinate with Marketing and Product Teams: Collaborate with marketing for lead generation and content, and with the product team to provide feedback from clients that can inform product development.
- Update CRM Systems: Maintain accurate and up-to-date records of prospects, sales activity, and client interactions in CRM software (e.g., Salesforce, HubSpot). Sales Forecasting: Provide regular sales forecasts to management, outlining expected revenues and any potential challenges in the pipeline.
- Meet or Exceed Quotas: AEs are generally expected to meet or exceed monthly, quarterly, or annual sales quotas. This includes tracking personal performance and working to optimize sales strategies.
- Competitive Advantage: Use knowledge of competitors to highlight differentiators and position the company’s product as the preferred choice for the client.
- Gather Client Feedback: Collect feedback from clients to better understand their satisfaction levels and any potential issues that need to be addressed. Ensure Customer Satisfaction: Advocate for the customer’s needs to internal teams to ensure satisfaction and identify opportunities for upselling or cross-selling additional services.
Qualifications:
- Bachelor's Degree (Preferred): A degree in Business, Marketing, Communications, or a related field is typically preferred, though some companies may consider equivalent work experience. Relevant Certifications (Optional): Sales certifications or specific industry certifications (e.g., HubSpot Sales, Salesforce certifications) can be a plus.
- Previous Sales Experience (1-3 years): Most Account Executive roles require at least 1-3 years of experience in sales or customer-facing roles. Experience in B2B or B2C sales, particularly in the relevant industry, can be beneficial.
- Experience with Full Sales Cycle: Experience handling the full sales cycle (from prospecting to closing) is often preferred. A strong understanding of lead generation, qualification, and relationship management is important.
- Track Record of Success: Proven success in achieving or exceeding sales targets or quotas. This could include metrics like revenue, number of closed deals, or new clients acquired.
- Excellent Communication Skills: Strong verbal and written communication skills are essential, as AEs need to articulate value propositions, deliver presentations, and negotiate effectively. Sales Skills: The ability to close deals, handle objections, and build relationships. Solution-oriented selling skills are critical, especially when customizing pitches to prospects’ needs.
- CRM Software Proficiency: Experience using Customer Relationship Management (CRM) tools like Salesforce, HubSpot, or Zoho to track leads, sales activities, and pipeline progress. Microsoft Office or Google Workspace Skills: Proficiency in using tools like Excel, Word, PowerPoint, or Google Sheets/Docs for presentations, reports, and tracking.
- Industry-Specific Tools (Optional): Some roles may require familiarity with industry-specific tools or technologies, such as marketing automation platforms, data analytics tools, or other sales enablement software.
- Self-Motivated & Goal-Oriented: AEs are often expected to work independently, so self-motivation and a strong drive to meet or exceed sales targets are essential. Resilience & Adaptability: Sales can involve rejection and setbacks, so resilience and the ability to adapt to changing circumstances or customer needs are important traits.
- Understanding of the Industry: Depending on the company, knowledge of the industry or vertical in which the company operates (e.g., technology, finance, healthcare) can be beneficial. Product Knowledge: A deep understanding of the company’s product or service offerings will help the AE sell more effectively and demonstrate its value to prospects.
- Confidence and Persuasiveness: AEs need to be able to confidently pitch the company’s product or service to potential clients and persuade them of its value. Customer-Centric Mindset: A focus on customer needs, satisfaction, and long-term relationship building, rather than just closing the deal.
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