The job, in the employer's words
Overview
- Role: Account Executive
- Location: New York, NY (5 days/week in-office)
- Base Salary: $110,000-$180,000
- Equity: Competitive Initial Equity Package + refreshers
- Experience: 3+ Years
About Pillar
Pillar is building the next-generation commodity risk management stack for the $10T physical economy. We combine real-time market data with AI-powered exposure modeling and automated trade generation to arm operators with precise protection from volatility. From instant execution to continuous monitoring, alerts, and recommendations, Pillar turns complex market risk into a fully managed, always-on hedging engine.
We were founded in 2023 by the youngest macro market-maker at Barclays and a trading systems engineer at Coinbase, and have raised over $20M in capital from Andreessen Horowitz (a16z), Crucible Capital, Neo, DST Global and more.
The Role
We're looking for a driven Account Executive to own the full sales cycle at Pillar, from first outreach to close. This is a high-impact, quota-carrying role at the center of Pillar's commercial engine. You'll work directly with commodity-exposed businesses to help them understand their price risk and show them exactly how Pillar solves it.
The right person is commercially driven, intellectually curious about how physical businesses manage risk, and energized by the challenge of converting cold prospects into long-term clients. You'll be an early sales hire with direct exposure to the executive team and meaningful influence over how Pillar's GTM motion scales.
What You'll Do
- Hunting: This is a full-cycle AE role. You will be responsible for prospecting into accounts, mapping out new logos, and finding creative ways to close business. You're not waiting for leads to come to you.
- Consultative Selling: Run discovery calls and demos that speak credibly to CFOs, heads of procurement, and treasury teams. Deeply understand each prospect's commodity exposure profile and build tailored proposals and ROI cases that show exactly how Pillar solves their problem.
- Multi-Threading & Closing: Navigate complex organizations and build consensus across multiple stakeholders. Manage deal timelines, objection handling, and negotiations to drive opportunities from pipeline to closed, efficiently.
- Relationship Building: Establish and maintain strong relationships with key stakeholders at target accounts. Maintain strong post-close relationships that drive retention, expansion, and referrals.
- Shape Sales Strategy: Feed prospect and client insights back to the executive team to sharpen Pillar's positioning and roadmap. Help build a repeatable, documented sales process that scales with the team.
- Team Collaboration: Collaborate cross-functionally with the executive team and customer success to ensure seamless onboarding and a high-quality client experience from first touch through expansion.
What We're Looking For
- 3+ years of experience in a quota-carrying, full-cycle sales role, ideally in financial services, fintech, or a complex B2B environment
- Understanding of how physical operators think about commodities, hedging, risk, and managing input/output price volatility
- Proven track record of converting pipeline into closed revenue. You know what it takes to move a deal from cold to closed
- Consultative sales background: skilled at deeply understanding prospect needs and building a business case tailored to each client's specific situation
- Multi-threading fanatic: able to navigate complex organizations, build consensus across stakeholders, and influence decisions at the CFO and procurement level without relying on jargon
- Scrappy and self-directed; comfortable building process from scratch and solving ambiguous problems with minimal guidance
- Eager to be part of an early-stage team where no job is too big or too small. You bring an attitude of accountability and get things done
Nice to Have
- Prior fintech and/or physical operations experience
- Familiarity with CRM tools and structured sales methodologies
- Professional-level competency in multiple languages
Benefits
- 💰 Competitive Salary & Equity
- 📈 401(k) Program
- ⚕️ Health, Dental, Vision and Life Insurance
- ⌚ Unlimited PTO and Flexible Hours
- 🍣 Paid lunch, coffee, snacks (and dinner if you're staying late)
- 🏋️ Monthly Gym Stipend
- 🌄 Regular Team Off-Sites
Requirements mentioned
- 3+ years of experience in a quota-carrying, full-cycle sales role, ideally in financial services, fintech, or a complex B2B environment
- Understanding of how physical operators think about commodities, hedging, risk, and managing input/output price volatility
- Proven track record of converting pipeline into closed revenue. You know what it takes to move a deal from cold to closed
- Consultative sales background: skilled at deeply understanding prospect needs and building a business case tailored to each client's specific situation
- Multi-threading fanatic: able to navigate complex organizations, build consensus across stakeholders, and influence decisions at the CFO and procurement level without relying on jargon
- Scrappy and self-directed; comfortable building process from scratch and solving ambiguous problems with minimal guidance
- Eager to be part of an early-stage team where no job is too big or too small. You bring an attitude of accountability and get things done
- Prior fintech and/or physical operations experience
- Familiarity with CRM tools and structured sales methodologies
- Professional-level competency in multiple languages
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