Mid-Market Account Executive

About OneSchema

More than 90% of all the enterprise data in the world lives in unstructured data, be it spreadsheets, PDFs, or documents. We see an incredible opportunity to be the AI document automation platform to eliminate the manual data entry work that persists across thousands of large enterprises today. We are a fast-growing startup backed by General Catalyst, Sequoia Capital, and Y Combinator. Our customers range from publicly traded companies (Toast, Dayforce) to fast-growing startups (Ramp, Vanta).

We have an ambitious, intense, fast-paced culture at OneSchema. As a rapidly growing venture-backed startup, every team member has the chance to have a major impact on our business. The ability to operate autonomously is an absolute must. With this level of autonomy, you’ll have the chance to learn in one week what it would take months to learn elsewhere.

About The Role

As one of the first AEs on our growing sales team, you’ll own the full sales cycle and work closely with our CEO, product team, and early customers to help scale our go-to-market engine. You’ll be selling a mission-critical product to technical and business stakeholders at fast-moving, data-oriented organizations.

This is a rare opportunity to join a high-growth startup early, have a direct line of impact on the company’s success, and grow your career in parallel with the business. If you're resourceful, a driven closer, and energized by working in an ownership-oriented culture, we’d love to meet you.

This role will come with meaningful equity compensation along with $120k base / $240k OTE (uncapped commission). Our GTM culture is hybrid, and this role will be based in our downtown SF HQ office 3x per week.

What you’ll do

• Own the full-cycle sales process for mid-market prospects from discovery, negotiation, and closing.
• Hit quota ($1.2M annualized, post ramp), and manage your book of business using data-driven tools.
• Sell into technical buyers (e.g. Engineering, Product, Ops) by deeply understanding their workflows and how OneSchema fits into their integration, data import, or onboarding stack.
• Partner closely with our CEO and GTM team to iterate on messaging, refine ICP, and contribute to strategic decisions around pricing, packaging, and sales process.
• Act as the voice of the customer, surfacing insights and feature requests from the field to inform product roadmap and customer success initiatives.
  
  

Who you are

• You’ve spent 4-6 years in full-cycle closing roles in B2B SaaS, regularly owning ACVs in the $30K-$50K range.
• You’ve been an AE at early-stage companies under 1,000 employees and know how to thrive in ambiguity, adapt quickly, and contribute beyond your lane.
• You’ve sold to stakeholders in non-PLG environments, and you’re skilled at navigating multi-threaded, consultative sales cycles.
• You manage your pipeline rigorously, forecast with precision, and continuously iterate on your sales approach.
  
  

Benefits

• Competitive compensation with meaningful stock options
• Medical, Dental and Vision plans
• Daily lunch in office
• Monthly commuter cost reimbursement
• 401k
• Unlimited PTO and sick days
• Parental leave
• Quarterly wellness budget
  
  

OneSchema is an equal opportunity employer and encourages all applicants from every background and life experience. We celebrate diversity and do not discriminate based upon race, religion, color, national origin, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.