Founding Account Executive

About this role

Founding Account Executive

San Francisco / US Remote Full-time

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The Role

Rivio is rebuilding enterprise procurement around a suite of AI agents, an AI employee that does the work from intake to purchase order. We're hiring our first AE to turn our pipeline into signed deals. With dozens of POCs in the works, demand is outpacing our team.

You'll work directly with our cofounders to build the sales motion out of founder-led selling. You'll source, run discovery and demos, negotiate, and close six-figure deals with CPOs and VP-level procurement leaders.

About Rivio

Rivio is a San Francisco–based AI technology company built for modern procurement teams that need to make better decisions, faster, and with confidence. Powered by Sheldon, Rivio embeds world-class procurement data and expertise directly into sourcing and negotiation workflows, helping teams capture repeatable savings, expand coverage without adding headcount, and build institutional knowledge that compounds over time.

Rivio works with customers such as Harvey, Brex, Kong, and Aya Healthcare. We 10x'd revenue and 5x'd our customer base this year, and we're backed by Gradient Ventures, MIT, and S32 with strategic advisors from Meta, Apple, and Apollo's CRO.

What You'll Do

• Own the full cycle from discovery to signed contract, working alongside our BDRs and our outbound motion
• Run discovery and demos with CPOs and VP-level procurement leaders at mid-market and enterprise companies
• Work side by side with the founders on pricing, positioning, and deal strategy
• Build the sales playbook as you go, including messaging, qualification, objection handling, and deal process
• Bring what you hear from buyers back to product and leadership so it shapes what we build
• Represent Rivio at industry events and conferences
• Help hire and ramp the sales team as we grow

What We're Looking For

• 8+ years of B2B software sales experience, with a track record of closing six-figure deals

• You've owned the whole cycle, including sourcing, demos, negotiation, and close

• Experience at an early-stage or smaller company where you ran the sales motion end to end

• Comfortable selling to executive buyers and navigating multi-threaded enterprise deals

• You use AI tools to research accounts, prep for calls, and move faster than everyone else

• Comfortable with ambiguity and genuinely energized by building from scratch

Nice to have

• Experience selling into procurement, finance, or operations buyers

• A network of procurement leaders you can tap into

• Experience as a first or early sales hire

What We Offer

• Competitive compensation and meaningful equity at an early-stage company
• A real path to leading the sales team as we scale
• A direct line to the founders, with no layers of management
• Fully covered comprehensive health insurance and 401k matching

What We Believe

• Drive: We hire for drive first. It shows up as deep ownership, working on things no one asked you to do, and caring about outcomes, not just outputs.
• Velocity: Bias toward outreach over research, iterate on what lands, and never wait for the perfect list.
• Agency: Act without permission. Set your own direction. Treat problems as experiments.

Why You Shouldn't Join

• You need a steady stream of inbound leads to hit your number
• You want to focus only on closing and hand off sourcing and demos
• You're looking for a defined territory and a formal sales playbook
• You'd rather manage a team than carry a quota