Founding Account Executive

Founding Account Executive

Remote (India-based, US PST hours) | Full Time | INR 20 - 30 LPA OTE

Why This Role Exists

ComplyJet is growing 30% month-over-month. Right now, the CEO closes every deal. That’s not scalable. We need a Founding AE who can absorb how the founder sells, replicate it, and eventually own the entire US sales motion. This isn’t a seat on someone else’s team — it’s the first sales hire at a company that’s working.

About ComplyJet

ComplyJet is an AI-native compliance platform that helps SaaS startups get SOC 2, HIPAA, and ISO 27001 certified in weeks, not months. We automate up to 90% of the compliance process and provide white-glove audit support, so founders stop losing deals to security questionnaires and start closing them. Customers report getting audit-ready in as little as 7 days.

Who You’ll Work With

Varun Jain is a serial entrepreneur with 15+ years building and scaling products across enterprise AI, e-commerce, and financial services. He’s worked at Instabase (delivering AI solutions to Fortune 100 companies), BCG, and multiple startups. Stanford MBA, IIT Kanpur engineering grad. He built ComplyJet because he lived the compliance problem firsthand as a founder — watching deals stall over paperwork that should have taken days, not months.

Varun currently runs all sales personally. He sells through trust and relationships, not pressure. The person in this role will shadow him closely, learn his approach, and gradually take over the full SMB US pipeline. He’s looking for someone who can think like a founder, not just execute a playbook.

What You’ll Do

Your job is to become the second revenue engine at ComplyJet.

Here’s what that looks like over 6 months:

Month 1 — Absorb & Ramp

• Shadow 15+ founder-led sales calls and document the talk tracks, objection handling, and relationship-building patterns that close deals
• Run discovery and demo calls by end of month with the founder on standby
• Build deep knowledge of ICP: early-stage SaaS founders who are losing deals to compliance gaps
• Set up AI-assisted workflows for outreach, follow-ups, and CRM hygiene

Month 2–3 — Execute & Prove

• Run the full discovery-to-close motion end-to-end, independently
• Close $30K+ in new ARR (1–3 deals at $10K–$30K ACV)
• Hit 80%+ of the founder’s inbound conversion rate
• Maintain 15+ active qualified opportunities in pipeline
• Build real relationships with champions inside target accounts — not just transactional selling

Month 4–6 — Own & Scale

• Close $70K+ in new ARR across this phase
• Own the US SMB pipeline so the founder can shift to strategic and enterprise deals
• Achieve deal velocity within 20% of founder benchmarks (cycle time, win rate, ACV)
• Propose and test improvements to the sales process and AI workflow based on what you’re learning in the field

Success metrics (end of first 6 months)

Cumulative ARR closed: $100K+

Inbound conversion rate: ≥80% of founder benchmark

Pipeline: 15–25 qualified opportunities, 3x+ coverage

AI adoption: Integrated into daily GTM motion with measurable time savings

Who You Are

• 3+ years in a BDR or AE role at a SaaS company, selling to the US market
• You’ve closed deals in the $10K–$50K ACV range and can speak to your numbers
• You sell through trust and relationships — you actually care about the people you’re selling to
• You’re already using AI in your workflow — not just curious about it, actively building with it
• You want to be the person who defines how sales works at this company, not inherit process

Bonus Points

• Experience selling compliance, security, or GRC products
• You’ve worked at an early-stage startup before and know what founder-led sales looks like
• You’ve sold to technical founders or engineering-led teams

What We Offer

• Best-in-class compensation
• Direct access to the CEO for shadowing, coaching, and deal reviews throughout your ramp
• Existing inbound pipeline and warm leads from day one — you’re not starting from zero
• AI tooling budget and freedom to experiment with GTM workflows
• A product that customers love, in a market where every SaaS startup eventually needs what we sell

What We’ll Be Honest About

We’re early stage and growing fast. The hardest part of this role is that you’re not stepping into a proven sales machine — you’re learning to sell like a founder who built this product, knows every edge case, and has deep credibility with buyers. Replicating that takes real effort: you’ll need to internalize the product deeply, build your own credibility with prospects, and earn trust the same way the CEO does — through genuine relationships, not scripts. Some weeks will be uncomfortable. But if you pull it off, you’ll have built the sales function at a company growing 30% month-over-month in a market where every SaaS startup eventually needs what we sell.

How to Apply

Skip the cover letter. Instead, send us (mission@complyjet.com):

• A short note (under 200 words) on the best deal you’ve ever closed and what made it work
• One example of how you use AI in your current sales workflow
• Your profile

We review every application personally. If there’s a fit, you’ll hear from Varun directly.