Founding Account Executive

Zyphe is building compliance infrastructure for modern digital identity, KYC, KYB and AML for fintechs, crypto firms, marketplaces and regulated enterprises. Our decentralized, zero-knowledge architecture means personal data never has to live on our customers’ servers.

We are a small, focused team. The product is shipping. Early customers are real. The next twelve months are about turning that into a repeatable revenue engine, and the person who builds that motion is this hire.

The Role

This is the founding sales seat at Zyphe, and it is a seat, not a quota-carrying cog.

You are the second commercial brain in the company, and the first who is not the founder. Until now, every deal has been closed by the CEO. Your job is to take that from founder-led to repeatable, without breaking what already works.

You will close deals. But closing is the output, not the job itself.

The job is judgment. Knowing how to run a discovery with a Head of Compliance who does not trust vendors, how to navigate a multi-stakeholder deal where legal can stall you for weeks, how to turn a technical product into something a buyer can actually sign.

There is no playbook. You will help write it.

If you want inbound leads, SDR support and a defined process on day one, this is not the role. If you want to build the system that generates all of that, read on.

What You’ll Own

Revenue motion: take deals from founder-led to repeatable. Build how we sell, not just what we sell.

Pipeline: outbound motion into fintechs, crypto exchanges, payment institutions and neobanks across EU and UK. You generate your own pipeline.

Deals: run full-cycle sales. Discovery, demo, technical alignment, compliance objections, negotiation and close.

Sales playbook: ICP definition, qualification framework, objection handling, demo narrative, pricing guardrails. Written, tested, improved.

Forecasting and hygiene: HubSpot is the source of truth. Clean pipeline, real forecasts, no storytelling.

Customer insight: feed back what you hear from Heads of Compliance, MLROs and product teams into product and positioning.

Fundraise support: investors will speak to you. You are part of how we prove this is a real revenue engine.

Hiring: once the motion works, you help hire and train the next AEs.

What You’ll Do Day-to-Day

Sit on active deals and take over execution quickly. Transak, Interlace, Binance Italy, Trust Wallet, Isilab.

Run discovery calls that do not feel like sales calls. Sharp questions, real understanding, control of the conversation.

Write your own follow-ups, proposals and deal strategies. No SDR layer, no handoffs.

Translate a technical product such as agents, FaceID, proxy re-encryption into something a compliance buyer can justify internally.

Push deals forward when they stall. Legal, compliance, procurement. Do it without losing the buyer.

Keep HubSpot clean and accurate. If it is not in there, it did not happen.

Build outbound sequences, test them, iterate them.

Work directly with the CEO and CTO to refine how we sell.

Who You Are

8 to 12 years in B2B SaaS sales, with real experience selling into compliance, RegTech, identity, payments or financial crime.

You have personally closed meaningful deals of $50K or more ACV in this space. Not supported them. Closed them.

You are comfortable as a founding seller. No playbook, no SDRs, no excuses.

You know how to sell to Heads of Compliance, MLROs, CCOs, and you understand how they think.

You bring a network. Real relationships, not just connections.

You can operate your stack natively. HubSpot, Slack, Notion, email.

Fluent in English. EU languages are a plus because buyers care.

Strong Plus

You have sold KYC, KYB or AML tools before. Examples include Sumsub, Onfido, Persona, Chainalysis, Trulioo, Jumio.

You have been an early sales hire at a Seed to Series B company and seen it scale.

You can speak credibly about technical products without hiding behind buzzwords.

This Is Not For You If

You need marketing to generate your pipeline.

You have never sold into compliance, RegTech or fintech.

You want a VP title on day one.

You think founding sales means managing SDRs.

Why Zyphe

Founding sales seat. You build the revenue engine, not just run it.

Direct line to CEO and product. No layers, no politics.

A product that is actually different. Agentic compliance, in-house FaceID, decentralized architecture.

Live deals already in motion. You are not starting from zero.

Real upside. $100K to $200K base, $360K to $450K OTE, founding team equity %.

A company mid-fundraise with a committed lead. Your hire matters.

How We’ll Evaluate You

Intro with CEO. Motivation, baseline.

Live discovery exercise. You run the call, we play the buyer.

Deep dive. Product walkthrough plus references start.

We care about how you think, not how polished you are.

How to Apply

• Apply directly here: