Founding Account Executive (Sales)

TL;DR

Role Description: Founding Account Executive role at an early stage startup. Opportunity to work with the founders closely, build a GTM engine from scratch, get skin in the game (equity), and make a life-changing amount of money!

Ideal Profile: 3+ years of B2B SaaS sales experience in a closing role; prior experience with HRTech preferred

Location: Bengaluru

Mode: In-office. We are an early-stage startup and operate with high intensity, including Saturdays.

Compensation: ₹35 LPA OTE + uncapped upside above quota + ESOPs

About Fabric

Fabric is building the AI Hiring OS for modern recruiting teams.

Today, hiring teams are drowning in fragmented workflows: sourcing tools, outreach tools, resume screening, scheduling, interviews, ATS updates, candidate follow-ups, and reporting. Fabric replaces this mess with AI agents that run the hiring workflow end to end: from sourcing candidates to outreach, screening, scheduling, and first-round interviews.

Give Fabric a role. Fabric returns interviewed, qualified candidates.

We work with staffing companies, enterprises, agencies, and high-growth teams that want to hire faster without compromising quality.

We are early, ambitious, and moving fast. This is not a company where sales simply receives leads and closes deals. We are still building the category, the sales motion, the playbook, the customer narrative, and the operating system around the product.

That is why this role exists. That's the significance of the term Founding within the role name.

The Role

You will help build Fabric's revenue engine from the ground up.

This is a founder-stage sales role. You will own revenue, run deals, build pipeline, sharpen our messaging, improve our sales process, and help us learn what it takes to sell an AI-native hiring platform to staffing companies, enterprises, agencies, and fast-growing teams.

You will work directly with the founders.

This role is not for someone who wants a narrowly defined AE job. It is for someone who wants to build the sales function, not just operate inside one.

What You'll Own

1. Revenue: You will own a meaningful revenue quota. You will be expected to:

• Build and manage your pipeline.
• Run discovery, demos, follow-ups, negotiations, and closures.
• Create urgency with buyers.
• Travel to meet customers in-person.
• Multithread across HR, Talent, Business, Finance, and Founder/Leadership stakeholders.
• Drive deals from first conversation to signed contract.
• Identify deal risks early and unblock them proactively.

The primary measure of success is simple: revenue closed.

2. Pipeline Creation: You will NOT only work on inbound or SDR-sourced opportunities. You will be expected to create pipeline through:

• Outbound to target accounts.
• Warm intros and network-led selling.
• LinkedIn-led prospecting.
• Event follow-ups.
• Partner and referral motions.
• Creative account-based plays.
• Experiments with ICPs, messaging, and offers.

You should be comfortable with the idea that if the pipeline is weak, it is your job to help fix it.

3. Sales Process and Playbook: Because we are early, the sales playbook is still being built. You will help create:

• Discovery questions.
• Demo narratives.
• Follow-up templates.
• ROI calculators.
• Objection handling docs.
• Competitive positioning.
• Customer adoption decks.
• Business case material.
• Case studies and proof points.
• Repeatable sales plays for different ICPs.

We are looking for someone who does not just ask for better collateral, but helps build it.

4. Customer Obsession and Outcome Ownership: At Fabric, customer obsession is not a slogan. It is how we sell. The right AE will not sell Fabric by pushing features or forcing urgency. They will understand the customer's business deeply enough to know what actually helps them hire better.

You will be expected to understand:

• How the customer currently hires.
• Where their hiring funnel breaks.
• What recruiters, hiring managers, candidates, and business leaders each care about.
• How hiring affects revenue, delivery, growth, or operating efficiency for them.
• Where Fabric fits into their existing workflow.
• Where Fabric may not fit yet.
• What adoption risks exist.
• What success would actually look like for the customer.
• Whether Fabric is truly the right solution for their problem.

Great sales at Fabric means revenue with trust. Help is available. Ownership is not transferable.

5. Category Creation: We are selling an AI-native hiring product in a market full of noise, skepticism, and inflated promises. You will help customers understand:

• Why existing hiring workflows are broken.
• Why AI in hiring has disappointed many teams so far.
• What makes Fabric different.
• How AI agents can improve hiring velocity, quality, and consistency.
• How to adopt Fabric safely without hurting candidate experience.
• How to build a business case for AI in hiring.

You should enjoy selling in a market where the buyer does not always know exactly what they want yet.

Who You Are

You may be a great fit if you are:

High Agency: You do not wait for perfect instructions. When something matters, you figure it out. You ask for help when needed, but you do not transfer ownership. You are comfortable with ambiguity and can turn unclear problems into next steps.

Commercially Sharp: You understand discovery, urgency, pain, budget, authority, stakeholder mapping, and deal risk. You know that a good demo is not enough. You know how to move a customer from interest to decision.

Customer Obsessed: You care about doing the right thing for the customer, not just closing the deal. You ask sharp questions, understand their workflow, think about adoption, and build trust by helping them make the right decision.

Builder-Minded:You enjoy building the machine, not just working the machine. You are willing to create the deck, write the follow-up, build the ROI sheet, test the outbound angle, improve the demo, and document what worked.

Adaptable: The product, ICP, pricing, and GTM motion will evolve. You are comfortable with change. You can disagree, commit, and move quickly.

Low Ego, High Standards: You can take direct feedback without turning every disagreement into a personal battle. You care more about winning, learning, and improving than being right.

Comfortable With AI: You do not need to be technical, but you should be genuinely curious about AI. You should be excited to use AI in your own sales workflow for research, prospecting, personalization, follow-ups, analysis, and productivity.

What We Are Not Looking For

This role is probably not a fit if:

• You want a mature SaaS sales machine with SDRs, enablement, RevOps, collateral, and clean handoffs already in place.
• You only want to run demos and close warm leads.
• You pitch before deeply understanding the customer's business, workflow, and adoption risks.
• You get frustrated when asked to work on collateral, process, adoption, or customer strategy.
• You need a manager to define every next step.
• You are uncomfortable with direct feedback.
• You prefer stability over speed.
• You do not want to create pipeline yourself.

Experience We Value

We care more about trajectory, ownership, and judgment than logos. That said, helpful experience includes:

Must Haves:

• 3+ years in B2B SaaS sales
• Experience selling to CXOs or VPs
• Experience with modern GTM and AI tools: CRM, enrichment tools, Clay-like workflows, AI research/writing tools, and internal automation tools.
• Experience in outbound-heavy or founder-led sales environments
• Evidence of having built or significantly improved a GTM motion: a playbook, outbound motion, new vertical strategy, or repeatable process.
• Strong written and verbal communication

Good to Haves:

• Experience with selling an HRTech product
• Existing relationships with CHROs and Heads of Talent
• Experience working at early stage startups
• Hands on experience with building internal tooling with Claude Code or Hermes or OpenClaw

Why Join Fabric

This is a rare opportunity to join early and help build the revenue function of an AI-native company in a massive market.

If we win, Fabric will not just be another recruiting tool. It will become the operating system through which companies source, screen, interview, and hire talent.

You will not be joining to inherit a playbook.

You will be joining to build one.

How to Apply

Of course, via Fabric. The Apply button redirects you to Fabric where you'll meet our AI interviewer, Anushka, waiting for you 24/7. This is your chance to experience the product you'd be selling and for us to dogfood the product!