---
title: 'Founding Account Executive at BRM'
canonical: 'https://feeny.ai/job/founding-account-executive-brm-san-francisco-cgc1fntybdv7'
type: 'job'
last_seen: '2026-09-08'
---

# Founding Account Executive at BRM

- **Company:** BRM
- **Location:** San Francisco, CA
- **Employment:** full-time
- **Posted:** 2025-01-16
- **Last confirmed live:** 2026-09-08
- **Apply:** https://jobs.ashbyhq.com/brm.ai/858fd935-e3f8-4351-9052-a610952b22c8

## Job description

## POWER TO THE BUYERS

BRM is growing our team of passionate teammates on a mission to arm people with the right tools to do their best work. BRM’s digital assistants automagically help companies find and manage tools. Whether it is collaborating on a renewal, locating misplaced contracts, intelligently negotiating, or automating compliance reviews––BRM’s assistants are bringing power back to the buyer!

## WHY WE NEED YOU

We’re looking for our first AE who is driven and results-oriented at BRM. In this role, you will play a pivotal part in driving revenue growth by acquiring new customers, nurturing client relationships, and partnering with cross-functional teams to deliver outstanding solutions. As one of our early hires in the sales organization, you’ll have the opportunity to shape our go-to-market strategy, develop scalable processes, and make a lasting impact.

## WHAT YOU’LL DO

- Sales Execution: Identify, qualify, and close new business opportunities for BRM reporting to the cofounder / CEO. Conduct discovery calls, deliver product demonstrations, and create tailored value propositions for potential clients. Manage the entire sales cycle, from prospecting to negotiation and contract closure.
- Client Relationship Management: Build and maintain strong, long-lasting customer relationships. Act as a trusted advisor to clients, understanding their needs and challenges. Collaborate with Customer Success and Support teams to ensure seamless onboarding and ongoing satisfaction.
- Market Intelligence and Strategy: Gather insights on customer needs, market trends, and competitive landscape to inform sales strategies and product improvements. Provide feedback to Product, Marketing, and Leadership to refine offerings and messaging.
- Performance and Reporting: Consistently meet or exceed sales quotas and KPIs. Maintain accurate and up-to-date records in the CRM system. Prepare regular reports on sales performance, pipeline health, and forecasts.

## WHO YOU ARE

- Experience: 5+ years of B2B SaaS sales experience, preferably in a startup environment.
- Skills: Proven track record of meeting or exceeding quotas in a fast-paced, high-growth environment. Strong negotiation, presentation, and consultative selling skills.
- Mindset: Self-motivated, entrepreneurial, and adaptable with a growth-oriented mindset.
- You hate to lose: This is self-explanatory. Come here, and help us win.

## THIS ROLE ISN’T RIGHT FOR YOU IF

- You are uncomfortable working autonomously when needed, and shy away from responsibility and ownership.
- You are uncomfortable with direct feedback, and being held accountable.
- Dynamic, fast-paced work environments make your head spin.
- You are not excited about being hands-on and proactively managing a variety of tasks and responsibilities.
- You are looking for a way to pay the bills between 9am-5pm Monday through Friday.

WHY WORK FOR BRM?

- We are a high-growth startup that is working with AI, poised for exponential growth after a successful funding round. If you are someone who thrives in early stage startups and enjoys the build out phase, this is the stage and company for you.
- Strategic ownership is the name of the game. Your role is to lead all aspects of sales.
- You will have immediate and direct impact by reporting directly to the founder and CEO, and a key leader driving business success.
- Help define a new market and dominate the vendor management space, and build a new category over-time, the BRM category.
- There is unlimited growth potential here, your role and influence is what you make it. Thrive in a role that offers significant room to expand your expertise, make a lasting impact, and grow alongside a visionary organization.
- Our office is located in the heart of SF (across from Oracle Park), and if you are someone who enjoys the in-office experience and camaraderie that it brings, especially in the early phases of building this company, then this is the opportunity for you. If you need to work from home occasionally, we understand, but we (generally) make every attempt to be in-office with our teammates. The company currently doesn’t have the infrastructure to support regularly remote teammates. This is a role where our AE should be excited to be in-office 5 days per week during regular working hours.
- Our compensation philosophy reflects a thoughtful balance: while we are mindful of being cash-conscious as an early-stage startup, we are committed to offering competitive compensation to attract top talent. Leveraging market data, we ensure base cash compensation is competitive for our first sales hire. Currently, we do not offer cash bonuses. That said, we prioritize paying at the upper end of the pay scale and offer significant equity, aligning incentives with the company's long-term success. We seek individuals drawn to the asymmetric risk of an early-stage venture and the substantial upside it can deliver. As a pre-revenue business, urgency and commitment are essential qualities for our team. As Charlie Munger aptly said, "Show me the incentive, and I will show you the outcome."
- The next few years at BRM will be challenging, rewarding, and fun. We are building a team of excellent people that will fundamentally change B2B commerce. We know you will play a role in that, and this is your chance to shape the trajectory of a rapidly scaling company and your career at the intersection of innovation, strategy, and leadership. We are excited to chat further!

We are an equal opportunity employer and do not discriminate on the basis of any status protected under federal, state, or local law.

## About BRM

## Company Overview
- **One-liner**: BRM is an AI-powered vendor and procurement management platform that helps companies automate and streamline how they buy, manage, and renew software and vendor contracts.
- **Entity Type**: Private (Series A)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2022
- **Founders**: James McGillicuddy (CEO & Co-founder) and Fabian Frank

## Core Business
- **Primary industry/industries**: Enterprise Software, Procurement Technology, Vendor Management, AI
- **Target customers**: B2B — Finance, Legal, Compliance, and IT teams at mid-market and enterprise companies
- **Mission or purpose statement**: To shift power from sellers to buyers. BRM aims to transform confusing contracts, endless compliance tasks, and runaway spend into an AI-powered source of record.

## Products & Services
- **BRM Platform**: An AI-native, collaborative buying platform that centralizes vendor data, spend management, contracts, HRIS, and ERPs. It provides a single system of record for all vendor relationships.
- **AI SuperAgents**: A team of specialized AI agents that perform procurement tasks autonomously:
  - **Contract Collector**: Finds misplaced contracts and vendor documents from inboxes and disparate systems.
  - **Renewal Wrangler**: Tracks all renewal dates and provides recommendations on whether to renew, renegotiate, or cancel.
  - **Pricer**: Analyzes pricing packages against budget and needs to recommend the best option.
  - **Compliance Crawler**: Searches the web and private documents to assess vendor compliance posture and reduce risk.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed
- **Key Metric**: **Total Funding** — $21.6M raised in two rounds
  - Seed Round (Dec 2024): $6.6M led by Base10 Partners
  - Series A (Dec 2024): $15M led by Caffeinated Capital, with participation from Definition Capital, Original Capital, and Friends & Family
- **Notable Investors/Partners**: Caffeinated Capital, Base10 Partners, Definition Capital, Original Capital. Also backed by prominent angel investors from Carta, Sourcegraph, and RelateIQ.
- **Growth Signals**: Employs ~16 people (+7.1% YoY headcount growth as of mid-2026). Customers include **Tegus**, **Public**, and **Cadence**. Has 2 active job postings for Senior Software Engineer and Account Executive.

## Competitive Advantages
- **AI-First Approach**: Unlike traditional procurement tools that are manual and bloated, BRM is built from the ground up as an AI-powered platform with autonomous "SuperAgents" that perform tasks humans previously struggled to do (e.g., crawling contracts, assessing compliance).
- **Unified System of Record**: Centralizes vendor data that is typically scattered across Finance, Legal, Compliance, Risk, and IT — eliminating silos and manual toil.
- **Founder-Market Fit**: Co-founders have deep personal experience with the pain of enterprise buying, having built companies like Carta, Sourcegraph, and RelateIQ.
- **Pricing Simplicity**: "You pay for the vendors our SuperAgents manage. That’s it." — straightforward, value-based pricing.

## Strategic Focus
- **Product Expansion**: Continuously developing new SuperAgents (including one targeting salespeople's negotiation tactics).
- **Talent Acquisition**: Building a world-class, in-person team in San Francisco to solve hard technical problems.
- **Market Penetration**: Targeting high-growth companies (like Public, Tegus) that need procurement speed without bureaucracy.

## Why Work Here
- **Culture**: Described as a "superteam" of experienced builders with a high-agency, low-bureaucracy ethos. Values include "Hard things, high agency, and tape that doesn't lie."
- **Work Model**: Fully **in-office** at their San Francisco office near 4th & King (Mission Bay/SoMa area).
- **Perks**: Competitive compensation with salary, equity, health, dental, vision, 401(k), lunch, commuter benefits. Team lunches, game nights, annual Oktoberfest party, Friday demos, and a "Golden TAPE Trophy" awarded weekly.
- **Engineering Culture**: Builders from top companies (Carta, Sourcegraph, RelateIQ). Emphasizes "every line of code" and "every customer outcome" being counted.
- **Impact**: High ownership and agency — you work directly on a mission to "shift power from sellers to buyers" in a massive, underserved market.

## Sources
1. [brm.ai - Careers Page](https://www.brm.ai/careers)
2. [brm.ai - Blog: Announcing $21.6M in Funding](https://www.brm.ai/blog/announcing-21-6m-in-funding)
3. [LinkedIn - BRM Labs Company Page](https://www.linkedin.com/company/brm-labs)
4. [Tracxn - BRM Company Profile](https://tracxn.com/d/companies/brm/__hfT1j73IVHEz_FAz7GAUZkZf3-0ueMEL4h9A4kiva1A)
5. [The Org - BRM Labs Profile](https://theorg.com/org/brm-labs)

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