Koi — Founding Account Executive

Type: Full-time | On-site (NYC, 4 days in-office) | Brooklyn, NY Compensation: $90,000–$120,000 base + 20% uncapped commission (1.5x accelerator above quota) — $180,000–$240,000 OTE + competitive equity Hiring count: 1 Visa sponsorship: None available Reports to: Co-founders

About Koi

Koi builds AI-native, agentic revenue-recovery and back-office automation for mid-market companies, starting with line-item reconciliation and collections. They sell outcomes, not tools — applying incoming cash automatically and wrangling the investigative work on cases that don't reconcile cleanly, turning collections into a way to strengthen customer relationships rather than erode them. Customers are mid-market businesses with complex billing flows, including manufacturing and SaaS companies, with deal sizes of $30K–$75K ACV on ~2-month sales cycles.

Founded: 2024 | Team size: 4 (two engineer co-founders + two engineers) | Stage: Seed Industry: AI Finance/Ops Tools Website: usekoi.com Office: Brooklyn, NY

Why Candidates Should Join

• Ground-floor GTM seat: First sales hire on a 4-person team — you define what works rather than inherit a playbook.
• Clear leadership path: Projects to VP Sales / Growth Lead as Koi scales; set up the foundation for and eventually lead future GTM hires.
• Strong upside: $180–240K OTE with 20% uncapped commission and a 1.5x accelerator above quota; competitive founding-hire equity.
• Category timing: AI is rewriting how back-office software is sold in the mid-market, with headcount cost as the value driver and customer budgets growing accordingly.

Intake Call Summary

• Not provided on the role page. An intake video is posted, but no transcript or written summary was available to parse. Request from David if a summary is needed before scoring.

The Role

Koi is hiring its Founding Account Executive to build the go-to-market motion from the ground floor and own the full sales cycle. The motion is currently 100% outbound.

What You'll Be Doing

• 80+ cold calls per day with disciplined outbound execution
• Full-cycle sales: prospecting, discovery, demo, negotiation, close on $30–75K ACV deals
• Build the outbound playbook from scratch — scripts, objection handling, sequencing
• Join the co-founders on first calls to absorb the pitch and feed back insights that tune the motion
• Refine ICP alongside the founders as Koi iterates on the mid-market segment (manufacturing + SaaS)
• Set up the foundation for future GTM hires

Tech stack: Clay, Apollo, comparable outbound tooling + CRM workflows

Requirements

• 1-3 years full-cycle B2B SaaS or SDR-to-AE
• Heavy cold calling experience
• Clay / Apollo / CRM tooling
• High-agency, playbook-building
• NYC 4 days in-office

Green Flags

• Cold calling killer: knows how to work a phone, handles objections like a pro, has run high-volume outbound at a prior role
• High-agency operator with a hustler mentality (responsive at all hours, finds the work, doesn't wait for direction)
• Built outbound playbooks from scratch, knows how to write scripts and structure sequences
• Sold to mid-market finance ops, accounting, or back-office buyers at a prior startup
• Wants the projection path to GTM leadership and is excited to be the first hire setting up future ones

Red Flags

• Expects to be handheld or handed a playbook.
• No cold calling experience. The role is 80+ calls/day.
• Pure inbound AE without outbound chops. Koi's pipeline is 100% outbound today.
• Mid-career operator wanting Manager title. This is a roll-up-sleeves founding AE seat.
• Needs visa sponsorship. Koi is not sponsoring at this stage.

Role Details

Salary$90,000–$120,000 baseOTE$180,000–$240,000 (50/50 split)Commission20% of ARR, uncapped, 1.5x accelerator above quotaQuota5x base ($450K at $90K base / $600K at $120K base)EquityCompetitive (founding GTM hire)On-site policyNYC, 4 days in-office (downtown Brooklyn)Visa sponsorshipNone availableEmployment typeFull-timeLocationBrooklyn, NYBenefitsMedical, dental, vision; 401(k) (no match)

Screening Questions

• None provided on the role page. The interview process includes a Mock Sales Call stage; request the specific screening questions from David if a call is planned before submission.

Interview Process

Stage 1 — Pending Approval — Candidates awaiting initial approval. Stage 2 — Intro Call — Initial conversation. Stage 3 — Mock Sales Call — Live sales simulation. Stage 4 — Meet the Team — Team interview. Stage 5 — Offer Extended Stage 6 — Hired — Candidate accepts and starts.

Ideal Companies & Backgrounds

• Not provided on the role page.

Ideal Candidate Profiles

• Not provided on the role page.

Rejected Candidate Feedback

• None on the role page.