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 Startu