Role description
Account Executive
FootprintFootprint is the agentic platform that learns your compliance program and runs it end to end.
Compliance teams at banks and fintechs are drowning in financial crimes investigations. Transaction volumes are surging, regulators keep raising the bar, and the work still runs on manual review queues stitched together from legacy vendors. Percy, our agentic system, learns each team's procedures and makes the same calls their analysts would: clearing false positives, escalating real risk, writing the case narrative, and documenting every decision for audit. It cuts review workloads by 70%+.
The harder problem is underneath. Every investigation is grounded in the data sources compliance teams already trust, and every case commits to an organizational memory that compounds — so a pattern one analyst caught in March surfaces automatically in October, across KYC, EDD, sanctions, and monitoring. Whether the team is five analysts or 500, they share one brain. Every memory carries provenance. Agents propose; humans approve. That's four years of identity infrastructure sitting under the agent, and it's the part nobody can bolt on later.
We're backed by QED, Index, and Box Group, and trusted by FDIC- and OCC-regulated banks plus fintechs like Bilt, Nuvei, and MoonPay. We 5x'd revenue last year. The team is small, senior, and ships fast.
The short version: you'll sell Percy to compliance and financial crime teams at banks and fintechs, and own each deal from first call to signature. On-site in New York, reporting to Eli Wachs, our co-founder and CEO. Base $120K–$140K, OTE $240K–$280K, plus equity.
The Role
Financial institutions spend billions of dollars every year on compliance operations: onboarding reviews, transaction monitoring, sanctions investigations, enhanced due diligence, periodic reviews, quality assurance, and countless other workflows that are still largely manual. Percy was built to change that. Our AI agents execute the same investigative playbooks compliance analysts follow today - gathering evidence across internal systems and third-party sources, applying institution-specific policies, documenting every step, and producing a fully auditable decision.
We're looking for another enterprise seller to bring that platform to market at scale. You'll own the entire sales cycle across banks, fintechs, marketplaces, brokerages, and other regulated financial institutions. You'll work directly with BSA officers, AML teams, compliance leaders, operations executives, and financial crime investigators to identify manual workflows, quantify operational pain, and demonstrate how AI can automate them.
This isn't a traditional SaaS sale. Most deals begin with a real operational problem: an alert backlog, an expensive outsourced process, a slow onboarding review, or an investigation team struggling to scale. Rather than selling features, you'll work with prospects to identify a high-friction workflow, run historical cases through Percy, and demonstrate measurable improvements against their existing process.
You'll inherit an existing foundation: active pipeline, SDR support, product specialists, implementation help, and founders who remain deeply involved in the business. But you'll also be expected to build your own pipeline, develop executive relationships, expand into new accounts, and help define the playbook for a category that's still being created.
Success in this role means more than closing deals. It means helping shape how financial institutions adopt AI across compliance and financial crime operations.
You'll report directly to Eli Wachs, our co-founder and CEO.
What You'll Own
Your number, end to end. You'll own the entire sales cycle across banks, credit unions, fintechs, lenders, brokerages, marketplaces, and other regulated financial institutions. That means sourcing, qualifying, managing, and closing your own opportunities. SDRs and marketing create most of the pipeline today - the goal is for them to cover roughly 75-80% of it - but the strongest sellers here build the rest themselves
Discovery that uncovers operational pain. You're not selling features. You're identifying the manual workflows that create the most friction for compliance teams today. That means understanding how cases are reviewed, where analysts spend their time, which processes are outsourced, how policies are applied, what regulators expect, and where the bottlenecks live
Proof-of-value engagements. Most deals won't close based on a demo alone. You'll work with customers to identify a narrow workflow, define success criteria, run historical cases through Percy, and present measurable results against their existing process. Deals are often won or lost here
Complex stakeholder management. Every deal involves multiple stakeholders: compliance, financial crime, operations, risk, security, IT, procurement, legal, and executive leadership. You'll build relationships across the organization, know when to bring in founders, product, or engineering, and keep deals moving through long evaluation cycles
Technical and consultative selling. You'll translate customer workflows into AI agents, orchestrations, and product configurations. You don't need to write code, but you do need to understand how the platform works and how to map it to real-world compliance processes
Building the playbook. We're still early. The questions that predict a close, the proofs that resonate, the objections that repeat themselves, the pricing conversations that land, and the account strategies that work all need to be documented. Your job isn't just to close deals. It's to help define how this business sells
Creating the category. We're not building another compliance tool. We're building software that performs compliance work itself. That means helping financial institutions rethink how onboarding, investigations, due diligence, monitoring, and other financial crime workflows get done. The category is still being defined, and you'll help define it
Stack
HubSpot and Percy itself. Fluency in a CRM-driven operating rhythm matters here, and the rest you'll shape.
Must-Have
You've carried a quota as an AE for at least a year - two or more preferred - selling B2B software and hit it, with deals you can walk through start to finish
You've sold into banks, credit unions, fintechs, or other regulated financial institutions, and you can name the titles you sold to
You've run a technical evaluation as the seller - a POC or pilot or bakeoff - where you set the success criteria and turned the result into a contract
You've owned the technical parts of a deal yourself when nobody else was available to take them
You've built pipeline from cold, and you can say what your outbound actually looked like
You can talk to a compliance officer or a head of financial crime about their real work and be believed
You're comfortable traveling roughly 20% of the time - three to four days a month - when a deal needs you in the room, and working the conferences where our buyers are
Nice-to-Have
You've sold KYC, KYB, fraud, AML, or case management software. Our buyers run financial crime and BSA programs, and knowing their vocabulary is credibility we can't teach quickly
You've taken a deal through a bank's security review and procurement process before. That stretch is where our cycles get long, and having done it once is worth a quarter of learning
You joined a company before its sales infrastructure and process was set in stone, and closed anyway. You're dynamic and looking to take ownership in process-building - that's the year ahead here
Success Looks Like
90 Days - You run discovery on your own accounts without a founder in the room. At least one deal you qualified is scoped for a proof, and you can say what that proof has to show to move the deal. Your pipeline is current in HubSpot before anyone asks, and it already includes opportunities you sourced yourself alongside what SDRs created.
1 Year - You've closed net-new logos in regulated financial institutions, including a regional or super-regional bank you carried from first call to signature, and the way you did it is written down clearly enough that the next AE ramps on it.
Why Join Footprint
Massive impact, fast: You'll work on projects that shape company direction, not analysis that gets shelved.
Own meaningful work: From day one, you'll have direct ownership over strategic initiatives that drive the business forward.
Real growth opportunity: Promotion timelines depend on performance: the harder you work, the quicker you'll get promoted.
Winning team and culture: We're a fast-moving, no-BS team that likes to win (and have fun doing it).
Benefits
💰 Generous compensation and equity packages
🍽 Free lunch and dinner (after 7pm)
💪 Monthly wellness stipend
🏖 Unlimited PTO
🏥 Fully covered health, dental, and vision insurance
🚀 The chance to help shape the future of internet identity and financial crime prevention