Account Executive, Mid-Market

Job description

## **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 and hiring our **third Account Executive** to help scale Coverbase’s go-to-market efforts. 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. As our **Mid-Market Account Executive**, you’ll own the full sales cycle for $30K–$100K deals, typically with 2–3 month sales cycles. You’ll work closely with our founders to develop repeatable sales motions, shape our GTM playbook, and build the muscle for consistent execution. 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. This is a high-impact role with the opportunity to shape Coverbase’s sales strategy and operations from level 0. You’ll be joining a small, high-performing team in a fast-moving AI company, and playing a critical role in how we grow. You’ll work directly with the founders, helping build structure and repeatability into our GTM engine. You don’t need specific industry experience, just a strong foundation in SaaS sales and a desire to learn quickly in a collaborative, entrepreneurial environment. ## **Responsibilities** Your role will be multi-faceted and dynamic, reflecting the early-stage nature of our company. - **Run full-cycle sales** from initial discovery to close for $30K–$100K ACV deals. - **Own a healthy, high-volume pipeline** of qualified leads from first touch to close, across banking, credit unions, insurance, and adjacent sectors. - **Define and refine GTM processes** from the ground up, contribute to the creation of a scalable sales playbook and feedback loop. - **Act as a bridge to product,** bringing structured insights from prospects and customers back to the team to improve positioning and prioritization. - **Help shape the GTM culture** with the rigor, care, and executional excellence you bring to every stage of our sales motion. - **Represent Coverbase** at customer meetings and industry events (occasional travel, ~1x per month). - **Model relationship-driven selling:** understand people, how they think, and how to build trust and momentum throughout a deal. ## **Minimum Requirements** - **3–6 years of SaaS sales experience** with a track record of success at a fast-growing company, ideally closing $20K–$120K deals. - **Track record of exceeding quota** and managing 2-3 month sales cycles. - **Process-oriented mindset:** you bring structure, planning, and accountability to your pipeline and forecasting. - **Attention to detail,** you’re methodical in your outreach, follow-ups, and deal execution. - **Strong communication skills,** clear, persuasive writing and speaking, especially in longer, high-consideration sales cycles. - **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. ## **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 $210K–$240K** - 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.