.png?table=block&id=350a85d8-fb27-8002-abda-e4e0e888e26c&spaceId=7d8b2e34-aeef-42f2-8f0e-3e5a75f5d510&width=2000&userId=&cache=v2&imgBuildSrc=requestProxiedImageUrl) # Founding Account Executives (San Francisco) ## About Grw We're a San Francisco-based Kiwi startup, backed by leading San Francisco investors like NextView Ventures, Precursor Ventures and Alumni Ventures. We have customers all over the world, from high-growth startups to large US public companies, and we're growing fast with record product engagement. Our founders have 14+ years of GTM leadership, have been writing prompts since before ChatGPT dropped, and bring a Cambridge ML background. We have built Taylor - an AI teammate that builds and runs the systems for high-performing sales teams. Running a high-performing sales team is one of the hardest operational problems in business, and when the systems around the team can't keep up, the whole company feels it. Taylor steps into a sales team's workflows and runs the work that good teams need but rarely get done well: pre-meeting prep, call reviews, pipeline hygiene, post-call follow-ups, coaching, and the operational threads that hold a sales org together. ### About the role: First dedicated sales hires at Grw. Own conversion of our PLG-assisted motion end-to-end, and generate more pipeline of in-ICP opportunities to feed it. Our ICP is SMB sales teams of 5-50 reps. Fast cycles, small buying committees, founders or sales leaders are usually our buyer. ACV is $8-50K. Report to GTM focused Co-CEO. Partner closely with our CX lead on the trial-to-paid handoff, and with the Growth Lead on inbound conversion and outbound experiments. ### What you'll own: - PLG-assisted conversion end-to-end: trial users who are engaged but need a human to bring them across the line. Tight handoff with CX and Product on activation signals and trial-stage interventions. - Inbound demo qualification and conversion. - Outbound generation of in-ICP opportunities: 2-30 rep sales teams. Founder-led and sales-leader-led companies. You'll prospect with LinkedIn, and the AI-assisted outbound stack (Fl0, Freckle) we’re building. - Pricing conversations with customers, including support of our new usage-based pricing motion as it ships. - HubSpot hygiene — every deal in your pipeline reflects reality. Stage definitions are followed. Probability is not a wishcasting exercise (Taylor will help with this). - Insight loop into product, marketing, and CX. You're closer to our ICP buyer than anyone — what you hear shapes the roadmap, the website, and the trial flow. ### Must-haves: - Has carried and consistently hit a SaaS sales quota selling to SMB. Comfortable running high-volume, fast-cycle deals — small buying committees, founder/sales-leader buyers, weeks not quarters. - Real outbound chops. Has personally generated pipeline before, not just worked inbound MQLs. Comfortable in a hunting motion with modern AI-assisted prospecting tools. - Ideally sold to sales leaders, revops, or founder buyers before. Understands how they think and how to talk to them without sounding like a vendor. - Strong written communication. Most of our prospects live in Slack and email. A lot of the sales work happens async. - Pre-Series A or early Series A stage experience. Comfortable shaping process, not just executing one. Will be asked to figure it out, not handed a playbook. - Fluent with AI tools and uses them daily — Claude, ChatGPT, Cursor-style tools, Clay or similar for prospecting. Will use Taylor herself as a daily-driver and become our best internal customer. - Technical curiosity. Can discuss integrations, MCP, SOC2, and product architecture without translation. Bonus for any real coding or automation skill. - High agency. Will hunt, will fix HubSpot fields nobody told you to fix, will disqualify deals that are wasting our time. Operates without permission inside reasonable guardrails. - Comfortable with our pace — daily shipping, weekly strategy reviews, fast feedback loops. Not for someone who wants quarterly planning cycles. ### You'll know you're succeeding when: - Trial-to-paid conversion has a measurable, defensible rate that improves each month, with a clean handoff between you and CX. - You're consistently generating in-ICP outbound opportunities each week — the inbound + your outbound together meaningfully grow our qualified pipeline. - HubSpot accurately reflects pipeline reality. The founders no longer audit deals to know where they stand. - Founders are pulled into deals only when their presence genuinely changes the outcome — not as the default closer. - The next AE we hire after you ramps fast because you've helped document how we win in our SMB motion. ### What You Get - Competitive remuneration - commensurate with experience. 50/50 split. - Meaningful equity - significant founding-employee equity package - Full Healthcare benefits - comprehensive health and dental coverage - Real ownership - you'll own growth surfaces end-to-end - Cutting-edge tools - no limits on what you use; we stay at the frontier - A team operating at a high standard - small, experienced, and genuinely good at this - Competing with foundation labs - our product ambition is serious ### Location San Francisco, in office. Expect 1-2 trips annually - to New Zealand or to our annual offsite. If this sounds like your kind of challenge, we'd love to hear from you. ### How to apply Please send your CV and a short video of what makes you the perfect fit for this role to [alex@grw.ai](mailto:alex@grw.ai)