Founding Account Executive

About Matterhaul

Matterhaul is building the AI-native operating system for the physical goods supply chain.

Distributors and manufacturers run on disconnected systems, manual re-entry, and tribal knowledge that never gets captured. The software that was supposed to fix that never did. We're changing that.

We're an AI-native ERP: open by design, context-first, and composable. Matterhaul can sit on top of the systems a business already runs (ERPs, CRMs, spreadsheets) and operate across them in a modular way. Or it can be the full rip-and-replace: the core system our customers run on every day.

We're a small team with deep roots in this space. Our founders grew up in the trades and spent careers building products for the physical world at Stripe, Verkada, and Cisco Meraki. We're based in San Francisco's SOMA neighborhood, in-office four days a week, and we spend real time with the customers we build for.

We move fast, ship often, and build for the people who actually do the work.

Why this role exists

We have a product in production, signed customers, a real pipeline, and a category that's coming to a head. This role will be working directly with the CEO on the company's most important strategic deals. You will be a critical part of building the early sales playbook.

This is not a seat where you inherit a structured playbook and run it. You'll help build the playbook: the messaging that lands, the deal structure that closes, the stakeholder map for a distributor buying committee, the objection handling for a CFO who's been burned by an ERP implementation before. You'll do it while helping the product find its footing in the market, feeding what you learn in the field straight back to the founders.

You'll be handed live deals and warm pipeline from day one. This is a mutual investment, not a cold start. But you'll own the outcome, and you'll be the person who proves this motion works so we can hire the next rep against the template you build.

The first few revenue hires define whether a company scales cleanly or spends two years unwinding bad habits. We're hiring one person, getting it right, and building from there.

What you'll own

Year one, concretely:

• The full enterprise cycle — prospecting, discovery, stakeholder mapping, business case, negotiation, close, and expansion. You run it end-to-end.
• Multi-threaded, multi-stakeholder deals — distributor and manufacturer buying committees span owners, operations, finance, IT, and the people on the counter. Some deals are more complex than others; none of them are simple. You'll align technical, financial, and operational stakeholders around a real ROI case.
• The sales playbook — deal structure, pricing motion, qualification criteria, discovery framework, and objection handling. You'll write down what works so it's repeatable, and kill what doesn't fast.
• The field-to-product loop — you're closest to the buyer. What you hear in deals shapes roadmap, positioning, and pricing. You'll bring that back and the founders will act on it.
• Pipeline generation alongside marketing — you'll partner directly with our Head of Marketing to turn conferences, in-person events, webinars, and outbound into qualified pipeline. Air cover and field execution, run as one motion.
• Conference and event presence — our category shows up in person. You'll represent Matterhaul at industry events and customer sites.
• Forecasting and hygiene — clean pipeline, honest forecasts, and a CRM that reflects reality. You set the standard the rest of the team will inherit.

What we're looking for

Must have:

• 5+ years of full-cycle B2B sales, with a track record of consistent top-tier attainment and consistent net-new logo acquisition. Track record of overperformance against sales quotas and qualification for sales incentive trips.
• Enterprise deal experience — you've run consultative, multi-month cycles across multiple stakeholders and closed six to seven figure contracts. You know how to multi-thread and how to keep a complex deal moving. Experience with MEDDPIC and value selling frameworks a must.
• High-agency operator. You thrive in an unstructured environment and define the process rather than wait for it. You're low-maintenance, and you don't need daily direction to know what the highest-leverage move is. You have strong bias to action but aren't afraid to ask for help.
• You grind the hard deals. The complex, long-cycle, high-stakes deals are the ones that matter here, and they don't close between nine and five. You do what the deal needs.
• AI-native in how you work. You already use AI tools to research accounts, prep, draft, and move faster, and you can speak credibly to buyers about what AI actually does for their business.
• Exceptional communication — presentation, negotiation, attention-to-detail, and storytelling. You can hold a room of skeptical operators and make the case.
• High degree of emotional intelligence — you know exactly when your buyer is convinced and when they're not.

Nice to have:

• Early-stage / 0-to-1 experience — you've been an early rep at a startup and helped build a motion from scratch. A prior startup that didn't work out isn't a red flag; you learned a lot. This is a strong plus.
• Sold software or hardware into non-tech companies — you know how to sell to a buyer who doesn't live in software and evaluates on business outcomes, not features.
• Sold supply chain, logistics, ERP, or distribution software — you already speak the language of the buyer and the category. Not required, but it accelerates everything.
• Recognition for top performance — President's Club, top 10%, rapid promotions.
• Comfort demoing and discussing integrations and workflow architecture with technical and operational audiences.

How we work

• Small founding team. Under ten people, building the system distributor sales, procurement, operations, and dispatch teams will run on. You'll be the founding voice of our sales motion.
• San Francisco — 4 days a week in the office. The tightest loops between what you hear in the field and what we build happen in person.
• Travel is part of the role — conferences, customer sites, and executive briefings.
• We ship fast and trust each other to do it. We write things down so the next person can build on them.

Compensation

• On-target earnings: $250,000 – $350,000, 50/50 split base / commission, depending on level and experience.
• Equity: This is a founding-team grant; the range reflects experience level.
• Ramp time to allow you to build pipeline and learn the product / industry tied to activity milestones.
• Health / dental / vision; 401(k); commuter benefits.
• Hardware, AI tooling budget, and a real office in SF.

Apply

Email hiring@matterhaul.com with a short note on a complex, multi-stakeholder deal you closed — what made it hard, and what you did that a lesser rep wouldn't have.