Founding Account Executive

Job description

We're building a new system of record for finance, one that understands not just the numbers, but the business context behind them. At its core is our Operational Ledger: a financial data layer that preserves every event, calculation, policy, source, and decision behind the financials, rather than reducing them to contextless entries. Questions that once took weeks to answer become as routine as a Google search: *Why did margins change? Which customers are actually profitable? How are we tracking against budget?* We're not bolting AI onto legacy software. Quanta was built from the ground up around granular financial data, flexible primitives, and systems that agents can safely understand and act on. We've spent years closing the books for real, fast-growing companies and turning what we learn into product. We've already replaced much of what QuickBooks and NetSuite can do and the manual work surrounding them. Customers are now turning off legacy accounting systems and moving to Quanta. We're still early. The problems are hard, the ambition is enormous, and there's no playbook for what we're building. We're looking for a **Founding Account Executive** to help build Quanta's sales organization from the ground up. This isn't a role where you'll inherit a mature sales process, a perfectly defined territory, and years of historical data telling you exactly how to win. You'll be responsible for closing new business while helping us figure out how Quanta should sell: which customers we win with, how we create urgency, how we navigate finance organizations, what makes deals move, and how we turn those learnings into a repeatable sales motion. This is an opportunity for someone who wants to be an exceptional individual contributor today while helping build the sales organization that comes after them. ## What You’ll Do - **Own the full sales cycle.** Take opportunities from discovery through evaluation, stakeholder alignment, negotiation, and close while maintaining the ability to create your own pipeline when needed. - **Run exceptional discovery and sell complexity simply.** Understand how finance organizations operate, uncover meaningful business problems, and translate Quanta's value into a clear story for sophisticated buyers. - **Navigate complex deals and create momentum.** Build champions, multi-thread across stakeholders, create urgency, surface risks early, and establish clear next steps that move opportunities forward. - **Experiment and learn.** Test approaches to messaging, qualification, demos, business cases, and deal execution to understand why we win, lose, and stall. - **Develop and lead our SDR motion.** Partner closely with SDRs to sharpen targeting, messaging, and outbound strategy while coaching them on the fundamentals of great selling. As the team grows, help set the operating rhythm, standards, and feedback loops that turn SDRs into a high-performing source of pipeline and future sales talent. - **Help build the sales machine.** Turn what works into repeatable processes, tools, and standards that future AEs can inherit, using AI thoughtfully to increase your leverage and effectiveness. ## What We’re Looking for - **You're a proven closer.** You have a strong track record owning and closing B2B sales cycles and know how to run excellent discovery, build champions, navigate senior stakeholders, and create momentum through complex deals. - **You've operated in an early-stage or scaling environment.** Ideally, you've helped a startup or GTM organization move from its earliest customers toward a repeatable sales motion and understand that what works at customer #10 may not work at customer #100. - **You can sell without a perfect playbook.** You're resourceful, comfortable creating your own pipeline, and able to form hypotheses, test them, and figure out what works without waiting for someone to hand you the answer. - **You have strong commercial judgment.** You know which opportunities deserve investment, where deals are at risk, what needs to happen next, and when an opportunity isn't real. - **You're analytical and highly coachable.** You want to understand why you win and lose, actively seek feedback, and change your approach quickly when the evidence says you should. - **You're a builder with high standards.** You care about becoming exceptional at sales and naturally turn your learnings into better processes, tools, and standards for the people who come after you. ## You May Be A Fit If - You've been an early sales hire or helped a startup scale from its first customers toward a repeatable sales motion. - You're equally comfortable closing a deal and figuring out how the team should sell the next one better. - You create momentum without waiting for perfect enablement, perfect pipeline, or someone else to tell you what to do next. - You want meaningful ownership and are excited by the idea that your work will help define how future AEs at Quanta sell. - You're competitive about results but low ego about how you get there: you seek feedback, learn quickly, and change your mind when the evidence says you should. ## This Role Probably Isn’t For you If - You want to inherit a mature sales playbook, established territory, and highly predictable pipeline. - You expect SDRs to be solely responsible for pipeline creation or prefer to focus only on opportunities that are already qualified for you. - You prefer executing an existing sales process over helping build and improve one. - You optimize for closing any deal rather than understanding whether the customer has a real problem Quanta can solve. - You need a large enablement, operations, or solutions organization around you to move deals forward. - You want a narrowly defined AE role where your responsibility ends at hitting your individual number. ## **Why Quanta** **Build a category, not just features.** We're not selling a slightly better version of an established tool. We're changing what companies should expect from their financial systems. **Join early enough to matter.** We're a small team. The things you discover, build, and prove can become part of how Quanta sells for years. **Learn directly from exceptional people.** You'll work alongside founders, engineers, and finance leaders who have built financial infrastructure and operated finance functions firsthand. **Grow with the company.** We're looking for someone who wants to master outbound, take on increasing ownership, and help us build the sales organization that comes next. ## **Benefits** - Competitive early-stage salary - Competitive early-stage equity - Health, dental, and vision insurance - 401(k) - Take-what-you-need paid vacation - Commuter benefits - Wellness stipend - Paid lunches and dinners in the office - All the equipment and tools you need to do your best work