Founding Account Executive

About Onaro

AI agents are becoming a real line item — and finance teams can't see it. Onaro's product, Meridian, is the FinOps platform for AI agent spend: we meter every dollar agents consume, give finance teams controls to cap and route that spend, and prove ROI to the board. Think "CloudHealth for AI spend."

We're pre-revenue with product live, infrastructure built, and a qualified outbound list ready. You'd be our first sales hire, working directly with the founder — a 30-year infrastructure veteran and fractional Chief AI Officer.The role

You'll own the revenue motion end to end:

Run outbound to CFOs, VPs of Finance, and Controllers from our existing 617-contact list, and build your own pipeline on top of it

Lead our diagnostic-first sales motion: free two-week Agent Spend Assessment annual contract ($18K–$50K+ ACV)

Run discovery and assessment readouts with finance leaders; translate agent spend findings into business cases

Close our first 10 customers and document what works into a repeatable playbook

Own HubSpot end to end: pipeline hygiene, sequences, forecasting

Feed market signal back into product and positioningWhat we're looking for

Required:

4+ years closing B2B SaaS deals sold to finance buyers — FinOps, spend management, procurement, ERP, or FP&A software (e.g., CloudHealth, Cloudability, Coupa, Ramp, Vertice, or similar)

Early-stage experience: you've been rep #1–3 somewhere, sold without case studies or brand air cover, and sourced your own pipeline

Consultative, assessment- or pilot-led selling motion; comfortable running a POC as the wedge

Fluency in finance language — you can hold a credible conversation about budget variance, unit economics, and chargeback without an SE in the room

Strong pluses:

Category-creation experience (sold something the buyer had no budget line for)

FinOps or cloud cost management domain knowledge; FinOps Certified Practitioner a bonus

Former practitioner (FinOps analyst, cloud cost consultant) who moved into sales

This is probably not for you if:

You're used to marketing-generated pipeline, SE support, and an established brand

Your background is transactional/velocity sales (SMB one-call-close, PLG-assist)

Contract