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About the Role
Yardstik is seeking an Account Executive to manage the entire sales cycle for gig marketplaces looking to integrate background screening. This role involves selling developer-facing infrastructure to product leaders and technical buyers, focusing on APIs and strategic fit. You will collaborate with the CEO and VP of Sales to secure significant annual contract values through volume-based partnerships.
Responsibilities
- Own the full sales cycle for embedded gig deals.
- Prospect and build pipeline within Gig Marketplaces.
- Run discovery calls with product, engineering, and business development leaders to understand integration requirements and economics.
- Navigate complex buying committees involving product, legal, compliance, and executive stakeholders.
- Articulate why gig marketplaces should build vs. buy background screening infrastructure.
- Position API-first architecture, white-label capabilities, and developer experience as competitive advantages.
- Speak credibly to technical buyers about webhooks, API design, compliance automation, and integration timelines.
- Understand how gig marketplaces can monetize embedded features and structure win-win economics through our candidate pay.
- Close $500K-$2M+ annual deals with multi-year commitments.
- Build long-term relationships with gig marketplaces that generate compounding revenue as their customer base scales.
- Collaborate with product teams on product requirements and integration roadmaps.
- Forecast accurately and maintain a disciplined pipeline in CRM.
- Travel 1-2 trips per month on average for on-site deal closing sessions and key industry conferences.
Requirements
- 3–7 years in B2B SaaS sales, with at least 2 years selling developer tools, APIs, payments infrastructure, embedded fintech, or marketplace or platform products.
- Track record of closing deals $250K+ ACV with complex stakeholder groups (product, engineering, legal, finance).
- Experience with usage-based pricing, rev share models, or partnership economics.
- Familiarity with HR tech, Gig Marketplaces, workforce platforms, healthcare credentialing, or compliance-heavy industries is a strong plus.
- Consultative, strategic sales approach.
- Comfortable in technical conversations with engineers and product managers.
- Ability to know when to involve solutions engineering, partnerships, or legal to move deals forward.
- Thrive in ambiguity and can build pipeline from scratch without a fully mature playbook.
- Resourceful, cold outreach, leveraging networks, multi-threading into accounts, and creative prospecting are second nature.
- Operate with urgency but don't sacrifice deal quality for speed.
Skills
- API-first sales
- Embedded infrastructure sales
- Developer tools sales
- API sales
- Payments infrastructure sales
- Embedded fintech sales
- Marketplace product sales
- Platform product sales
- Usage-based pricing
- Rev share models
- Partnership economics
- Technical sales conversations
- Cold outreach
- Network leveraging
- Multi-threading into accounts
- Creative prospecting
Location
- Remote
Work Type
- Full-time
Experience Level
- 3-7 years B2B SaaS sales experience
- 2+ years selling developer tools, APIs, payments infrastructure, embedded fintech, or marketplace or platform products
Salary/Compensations
- $500K-$2M+ annual deals
About the Company
- Yardstik is the API-first trust infrastructure platform powering background screening, identity verification, and compliance monitoring for next-generation platforms and marketplaces.
- Growing 100%+ year-over-year.
- Building embedded screening infrastructure used by companies like Bullhorn, Avionte, and hundreds of gig marketplaces.
- Focuses on selling to product and Trust and Safety teams within Gig Marketplaces to embed trust and safety into their core offerings, rather than traditional HR departments.