Account Executive, Enterprise

## **About Coverbase** The foundation of the modern global economy is built on a dense network of counterparty trust and risk. In the past 50 years, companies have evolved from relying on a couple of wholesalers and vendors, to utilizing 100+ SaaS vendors, contract partners, and cloud providers. Since each counterparty has their own idiosyncratic internal processes and risk profiles, businesses end up spending millions of dollars and countless man-hours conducting due diligence. **Coverbase’s mission** is to streamline this business-to-business assessment, reducing human toil, and allowing organizations to work together safely and reliably. We employ modern AI techniques to organize vast amounts of unstructured data and compare them against policies to identify key risks to the business. We serve customers across Fortune 500 companies in insurance, higher education, and finance — including **five of the top 25 banks in the US.** **Our proven leadership team brings deep experience:** - **Clarence (CEO):** Co-founder & former CTO of Unit21, a Series C fraud detection company that has raised ~$92M. - **Kao (CTO):** Previously led the Stripe engineering team that launched Banking-as-a-Service. **We’ve raised $20M from world-class investors** and our team of 20 have built important products at Google, Mapbox and Waymo. ## **Role Expectations** We’re expanding our founding GTM team! As our next high-performing **Enterprise Account Executive,** you will help scale Coverbase’s go-to-market motion into larger, more complex accounts. Founder-led sales and our first GTM hire have brought us meaningful early revenue in our first year — without outbound — and now we’re ready to expand our footprint due to increasing demand. This role is for a **seasoned enterprise seller** who understands relationship-based, high-consideration sales. You’ve closed 6- to 7-figure SaaS deals, can navigate regulated organizations, and know how to hold your own with executives while building long-term trust. You’ll operate as an **individual contributor (IC)**, working directly with our founders helping build structure and repeatability into our GTM engine, and thrive on exceeding targets — potentially 200%+ — in a high-growth environment with clear product-market fit. We’re not looking for someone who relies on charm and charisma to win deals. We’re looking for someone **meticulous, conscientious, and process-driven,** someone who understands that consistent execution and persistence beat flash and flair. You’ll bring a thoughtful, detail-oriented approach to managing pipeline, qualifying opportunities, and closing deals. ## **Responsibilities** Your role will be multi-faceted and dynamic, reflecting the early-stage nature of our company. - **Own the full enterprise sales cycle** (ACVs ranging from $50K–$200K) from lead to close, typically 4–18 months, across banking, credit unions, insurance, and adjacent sectors. - **Build and deepen executive level relationships** —balancing strategic enterprise conversations with tactical execution, earning trust, nurturing multi-threaded opportunities, and influencing complex buying processes. - **Manage high-value pipeline** with precision, balancing strategic vision and disciplined execution. - **Partner directly with founders and products** to refine messaging from ground up, identify new opportunities, expand use cases and contribute to the creation of scalable sales playbook and feedback loops. - **Shape the GTM culture** with the rigor, care, and executional excellence you bring to every stage of our sales motion. - **Represent Coverbase** at conferences and client meetings (travel expected). ## **Minimum Requirements** - **3–10+ years of SaaS sales experience** with a record of success in enterprise or complex B2B environments. - **2+ year experience closing $50K–$1M+ ACV deals** and managing long, consultative sales cycles (4–18 months). - **Relationship-based seller with strong executive communication:** understands people and decision dynamics, earns credibility quickly, and nurtures accounts patiently. Remains clear, calm, and persuasive with senior leaders. - **Strategic and process-oriented mindset:** brings rigor to forecasting, pipeline management, and stakeholder [](http://alignment.you) bring structure, planning, and accountability to your pipeline and forecasting. - **Thrives as an IC** with ambition to outperform targets in a high-ownership, high-trust environment. - **Attention to detail,** you’re methodical in your outreach, follow-ups, and deal execution. - **Self-starter with a builder’s mentality,** comfortable with ambiguity and excited to build systems from scratch. - **Collaborative, curious, and conscientious,** you care deeply about doing excellent work and being a reliable teammate. ## **Preferred Qualifications** - **Experience selling to regulated or complex buyers** (banks, insurance carriers, higher education) a strong plus. - **Experience with B2B Enterprise sales motions** both in fast-growing startups and at larger scale companies. ## **What makes this role unique** - **Deep traction with top-tier enterprises:** Coverbase already supports several of the largest U.S. banks, higher education institutions, and insurers. - **Massive room to grow:** Enterprise sales is growing fast at Coverbase — your work will directly shape how we scale. - **Founder collaboration:** Work side-by-side with the CEO and founding GTM team to refine our GTM and product strategy. - **Elite, thoughtful team:** A culture that values precision, respect, and care over flash. You’ll be joining a small, focused team in a fast-moving AI company, and playing a critical role in how we grow. ## **Why join us?** - **Strong product addressing a latent market demand**: Our AI-driven platform is transforming third-party risk management (TPRM) for top-tier financial institutions. Customers describe it as “revolutionary” and “a joy to work with,” and we’re just getting started. Here’s what some of our customers had to say about our product, unprompted: - “This is a revolutionary product… Coverbase is the single biggest step forward in TPRM he’s seen in his career” - “You’re flipping the entire program upside down, we completed the risk assessment in 1.5 days… would otherwise have taken at least 3 weeks” - “Love how responsive you are, it’s been a joy to work with you guys.” - **Early-Stage Impact**: This is a rare opportunity to shape the trajectory of a company at the forefront of AI innovation. Your work will directly influence our success and define how we grow. - **Collaborative Team**: Join a tight-knit, mission-driven team that values kindness, creativity, and curiosity as much as expertise. You’ll work closely with the founders and an exceptional group of engineers. **What we offer** - Competitive compensation with **50:50 base-to-variable split** and **OTE of $260K - $320K**. - Meaningful founding team equity. - Health insurance (100% employee / 80% dependents). - 21 days PTO. - In-person gatherings within the U.S. (travel covered) every 3-5 months. We’ll give plenty of notice for it, and cover flights and accommodation. We expect you to attend! - 401(k) with 4% matching. **Location:** San Francisco, Hybrid **Reports to:** CEO, Co-Founder Coverbase Inc. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.