Account Executive (SF)

About Us

Fondo is an all-in-one accounting platform built for startups, automating bookkeeping, taxes, and tax credits for 2,000+ high-growth companies. We combine powerful automation with expert, CPA-led accounting teams who know startups inside and out, helping founders stay compliant, maximize runway, and focus on growth. Our customers receive an average of $21K cash back from the IRS each year, with some receiving up to $500K.

We’re a remote-first team headquartered in San Francisco, with our GTM team based in SF. Backed by Y Combinator, Money Forward, Liquid 2 Ventures, and Motley Fool Ventures, we’re building the financial infrastructure that helps startups scale.

About the Role

You'll own new business from first conversation to signed contract, selling bookkeeping, tax, and tax credit services to founders and early finance leaders at venture-backed startups. Cycles are short and founders decide fast. You'll work inbound and partner leads, source a meaningful share of your own pipeline, and represent Fondo in person across the SF startup community.

What You'll Do

• Close new business: Run the full cycle (discovery, scoping, quote, close) and push every quoted deal to a clear yes or no.

• Build your own pipeline: Work inbound and partner-sourced leads, self-source the rest, and test new outbound angles with Marketing instead of running one script.

• Advise, don't pitch: Learn each prospect's bookkeeping, tax, and tax credit situation well enough to recommend the right setup.

• Be in the room: Represent Fondo at all Fondo events and select external SF startup events, typically 1–3 times a week, with some weeks more or fewer. Events are a core pipeline source, not an extra.

• Run on data: Keep HubSpot clean and report weekly on conversion rates, lead sources, and what founders are telling you.

• Shape how we sell: Bring what you hear back to Marketing, Operations, and our in-house accountants to sharpen targeting, messaging, and packaging.

Who You Are

Required

• Quota-carrying AE, 2+ years: a record of winning new logos, not only growing existing accounts.

• Full-cycle and self-sourcing: comfortable generating a meaningful share of your own pipeline.

• Founder-ready communicator: you build trust quickly and can handle objections without getting pushy.

• CRM fluent: HubSpot or a comparable CRM.

• Bay Area-based: able to be in SF regularly for office days, meetings, and events.

Strongly Preferred

• Accounting or tax background with a sales track record: ideally, you’re a former accountant or tax specialist who moved into sales and has carried and hit a quota. Experience selling accounting, tax, or related financial services to startup founders, operators or finance teams is also highly relevant.

• Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits.

• Network: existing relationships within YC, Speedrun, and the broader Bay Area startup ecosystem.

Don't tick every box? Apply anyway and tell us why you'd be good at this.

How We Work

• Hybrid: about 2 days a week at our downtown SF HQ once ramped; 3–4 days a week for your first few months.

• Ramp: month 1, learn the product, shadow live calls, and start building your own pipeline; month 2, run full-cycle deals with coaching against a ramped quota; month 3, carry a full quota.

• Events: you’ll start attending Fondo-hosted events and select external SF startup events from day one, with event participation as a core part of the role.

• Team: You’ll report directly to our Manager of Startup GTM and work closely with our Head of GTM & Partnerships, an outbound SDR, and the accounting teams who deliver the services you sell.

Compensation & Benefits

• Competitive Compensation: $140K-$200K OTE with a 50/50 base salary and uncapped commission, paid monthly. Final offer depends on experience.

• Equity: stock options in Fondo.

• Health Coverage: medical, dental, and vision for you and your dependents.

• 401(k): traditional and Roth, with a company match of up to 4%.

• Time Off: flexible PTO plus 16 paid company holidays.

How to Apply

Send your resume with a short note on your sales track record and why this role fits.

We Are an Equal Opportunity Employer

Fondo is an equal opportunity employer. We make employment decisions based on qualifications, merit, and business needs, and do not discriminate on the basis of any characteristic protected by applicable federal, state, or local law.