Associate 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 close new business with founders and early finance leaders at early-stage startups, selling bookkeeping, tax, and tax credit services. Most of your pipeline comes to you: inbound leads and SDR-booked meetings, mostly pre-seed and seed companies on our standard packages. Cycles are short and founders decide fast, so the job is sharp discovery, clear quotes, and fast follow-through. It's a high-volume closing seat with coaching built in and a defined path to Account Executive.

What You'll Do

• Close new business: Run discovery, scoping, quote, and close on a high volume of short-cycle deals, and push every quoted deal to a clear yes or no.

• Work the pipeline you're handed: Follow up fast on inbound leads and SDR-booked meetings, and add your own from events and referrals.

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

• Know when to escalate: Flag larger or custom-scoped deals early and bring in an Account Executive to close them together.

• 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.

• Learn fast: Shadow AE calls, review recorded deals, and take coaching on every part of your process.

Who You Are

Required

• Quota-carrying, 1–2 years: an SDR or BDR ready to move into closing, or a closer on short-cycle deals.

• A record of hitting a number: activity, meeting, or revenue targets you consistently met.

• Coachable and fast: you apply feedback on the next call and are comfortable with a high volume of conversations.

• 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 pull toward sales: ideally, you’re a former accountant or tax specialist who has moved into a client-facing or sales role and has early wins to show for it. Experience selling accounting, tax, or financial services to startup founders, operators, or finance teams is a strong plus.

• 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.

• Ambition: you want a full AE seat, and your track record suggests you'll get there.

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 and shadow AE calls; month 2, run your own deals with coaching; 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 Account Executives, our Head of GTM & Partnerships, an outbound SDR, and the accounting teams who deliver the services you sell.

• Path to AE: clear promotion criteria to Account Executive, set with you when you start.

Compensation & Benefits

• Competitive Compensation: $110K-$140K OTE with a 60/40 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.