Embedded Platforms Account ExecutiveYardstik • San Francisco, California, United States
Embedded Platforms Account Executive
Yardstik
- San Francisco, California, United States
- San Francisco, California, United States
Über
Prospect and build pipeline within vertical SaaS (staffing, healthcare, gig economy, HR tech), workforce platforms, and ATS/HCM providers Run discovery calls with product, engineering, and business development leaders to understand platform integration requirements, partnership economics, and GTM motions Navigate complex buying committees involving product, legal, compliance, revenue operations, and executive stakeholders Structure creative partnership deals: rev share models, cost-plus pricing, volume commitments, and co-sell arrangements
Prospect and build pipeline within vertical SaaS (staffing, healthcare, gig economy, HR tech), workforce platforms, and ATS/HCM providers Run discovery calls with product, engineering, and business development leaders to understand platform integration requirements, partnership economics, and GTM motions Navigate complex buying committees involving product, legal, compliance, revenue operations, and executive stakeholders Structure creative partnership deals: rev share models, cost-plus pricing, volume commitments, and co-sell arrangements Become the expert on embedded infrastructure sales:
Articulate why platforms 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 platforms monetize embedded features and structure win-win economics
Articulate why platforms 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 platforms monetize embedded features and structure win-win economics Drive revenue and strategic partnerships:
Close $500K-$2M+ annual deals with multi-year commitments Build long-term relationships with platform partners that generate compounding revenue as their customer base scales Collaborate with Partnerships and Product teams on integration roadmaps, co-marketing, and joint GTM strategies Forecast accurately and maintain a disciplined pipeline in CRM
Close $500K-$2M+ annual deals with multi-year commitments Build long-term relationships with platform partners that generate compounding revenue as their customer base scales Collaborate with Partnerships and Product teams on integration roadmaps, co-marketing, and joint GTM strategies Forecast accurately and maintain a disciplined pipeline in CRM Travel Expectations:
This role requires 1-2 trips per month (on average) On-site deal closing sessions with product, legal, and business development teams Key HR tech and workforce conferences (Transform, HR Tech, Staffing Industry events)
This role requires 1-2 trips per month (on average) On-site deal closing sessions with product, legal, and business development teams Key HR tech and workforce conferences (Transform, HR Tech, Staffing Industry events) What You Bring Experience selling API-first or embedded infrastructure:
37 years in B2B SaaS sales, with at least 2 years selling developer tools, APIs, payments infrastructure, embedded fintech, 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
37 years in B2B SaaS sales, with at least 2 years selling developer tools, APIs, payments infrastructure, embedded fintech, 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 Deep understanding of platform business models:
You understand how vertical SaaS, marketplaces, and HCM platforms make money and why they embed vs. integrate third-party services You can speak to the build vs. buy decision and position infrastructure as a strategic unlock. Familiarity with HR tech, workforce platforms, staffing, healthcare credentialing, or compliance-heavy industries is a strong plus
You understand how vertical SaaS, marketplaces, and HCM platforms make money and why they embed vs. integrate third-party services You can speak to the build vs. buy decision and position infrastructure as a strategic unlock. Familiarity with HR tech, workforce platforms, staffing, healthcare credentialing, or compliance-heavy industries is a strong plus Consultative, strategic sales approach:
You lead discovery, you understand the buyer's business model before pitching product You're comfortable in technical conversations with engineers and product managers, even if you're not technical yourself You know when to involve solutions engineering, partnerships, or legal to move deals forward
You lead discovery, you understand the buyer's business model before pitching product You're comfortable in technical conversations with engineers and product managers, even if you're not technical yourself You know when to involve solutions engineering, partnerships, or legal to move deals forward Hustle and self-direction:
You thrive in ambiguity and can build pipeline from scratch without a fully mature playbook You're resourceful, cold outreach, leveraging networks, multi-threading into accounts, and creative prospecting are second nature You operate with urgency but don't sacrifice deal quality for speed
You thrive in ambiguity and can build pipeline from scratch without a fully mature playbook You're resourceful, cold outreach, leveraging networks, multi-threading into accounts, and creative prospecting are second nature You operate with urgency but don't sacrifice deal quality for speed Bonus Points
Experience selling embedded/API-first products Sold into vertical SaaS platforms Closed partnership deals involving rev share, reseller agreements, or strategic investment Built relationships with corporate development, platform partnerships, or business development teams Background in HR tech, background screening, identity verification, or compliance technology
Experience selling embedded/API-first products Sold into vertical SaaS platforms Closed partnership deals involving rev share, reseller agreements, or strategic investment Built relationships with corporate development, platform partnerships, or business development teams Background in HR tech, background screening, identity verification, or compliance technology
Sprachkenntnisse
- English
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