Founding Account Executive

About the Company

If you've sold Navan, Payhawk, Monday, Bill, or similar - this role was written for you.

Mandrel is building the AI-native ERP for physical goods. Today, our wedge is simple and painful: true, auditable gross margin by SKU and channel connecting spend, inventory, revenue and accounting.

We sell directly to CFOs, Controllers, Finance and Ops leaders who already understand the pain without a system that actually solves it.

Founded in 2024, Mandrel has raised over $12 million from Lux Capital, Construct Capital, Zigg Capital, Asymmetric Capital, and Clocktower Ventures. The team is headquartered in New York and brings deep expertise in finance and AI.

About the Role

Mandrel is hiring a Founding Account Executive based in New York to own our early commercial motion and drive the next phase of growth. As a founding seller, you will be responsible for the full sales cycle-from lead qualification through close-and will work closely with prospects to deeply understand their operational and financial workflows, shape Mandrel's value narrative, and guide customers through a highly consultative evaluation process.

This role is an exceptional fit for AEs currently selling Navan, Payhawk, Bill, or similar CFO-facing platforms.

This is a perfect role for someone looking to join an exceptional team at the earliest stages and play a massive part in building our revenue engine, commercial process, and GTM playbook from the ground up.

What You'll Do

• Full Sales Cycle Ownership: Own and manage the entire sales motion: outbound pipeline generation, qualification, discovery, product demonstrations, commercial negotiation, and closing. Build strong, thoughtful relationships with senior finance, accounting, supply-chain, and operations leaders evaluating Mandrel.
• Deep Consultative Discovery: Develop a sharp understanding of a prospect's business model, inventory flows, costing processes, systems architecture, and margin challenges. Lead conversations that unpack operational complexity and position Mandrel's AI-native ERP as the backbone of a modern physical-goods tech stack.
• Translate Workflows Into Clear Commercial Value: Articulate the end-to-end impact Mandrel delivers-SKU-level margin accuracy, landed cost automation, reporting and accounting workflow automation. Build compelling business cases that quantify value and align multiple stakeholders around a shared vision. Focused on selling business value to Finance and Business stakeholders using ROI and BVA models, rather than competing on "features & functions".
• Partner Cross-Functionally With Solutions, Product & Implementation: Work closely with Solutions Consulting and Product to shape demos, progression plans, and proof points rooted in feasibility. Relay customer pain, objections, and feature needs clearly back to the product and engineering teams, influencing roadmap decisions.
• Develop the Early GTM Playbook: Help define qualification criteria, messaging, objection handling, pricing frames, outbound sequences, and high-ROI industries and personas. Set the operating standard and rhythm for an elite, high-velocity commercial organization.

Who You Are

• Customer EQ: Genuinely interested in learning about prospects, their businesses, and their challenges. Able to connect with users and buyers and take a deeply consultative approach to navigating complex sales cycles.
• Curious & Intelligent: Strong ability to synthesize disparate inputs-financial workflows, supply-chain logic, technical concepts-and quickly master a new and complex product domain.
• Autonomous & Accountable: Comfortable operating independently in a fast-paced, ambiguous environment. Able to set goals, track pipeline metrics, and communicate progress and insights clearly.
• Commercially Savvy: Strong understanding of multi-stakeholder buying processes, evaluation dynamics, and enterprise-like deal cycles within mid-market environments. Able to navigate CFO, Controller, COO, and Operations personas with confidence.
• Exceptional Communicator: Excellent written, verbal, and visual communication skills. Able to run crisp product walkthroughs, lead strategic commercial conversations, and craft compelling narratives across different buyer types.

Requirements

• Bonus points for selling backgrounds with process rigor, high-velocity, and enterprise-grade storytelling expectations (example: Navan, Payhawk)
• 3+ years of overall experience, ideally in high-growth B2B SaaS environments
• 2+ years in a closing role (Account Executive or similar) with a track record of hitting or exceeding revenue targets
• Experience selling into Office of CFO & adjacent teams: finance, accounting, supply chain, or operations personas-or the ability to quickly learn these workflows
• Strong familiarity with concepts related to ERPs, costing, margin analysis, inventory management, or complex operational workflows
• Ability to partner closely with Solutions, Product, and Implementation teams to drive deal progression
• Bonus points for experience selling ERP,…