Job description

About Yardstik Yardstik is the API-first trust infrastructure platform powering background screening, identity verification, and compliance monitoring for the next generation of platforms and marketplaces. We're growing 100%+ year-over-year and building the embedded screening infrastructure that companies like Bullhorn, Avionte, and hundreds of gig marketplaces use to add background checks as a native product feature. We're not selling to HR departments. We're selling to product, Trust and safety teams inside of Gig Marketplaces who want to embed trust and safety into their core offering. The Role We're hiring an Account Executive to own the full sales cycle for gig marketplaces that want to white-label or deeply integrate background screening into their tech stack. This isn't transactional HR software sales. You'll be selling developer-facing infrastructure to product leaders, and technical buyers who evaluate APIs, and strategic fit. You'll partner directly with our CEO and VP of Sales to close deals that define Yardstik's embedded strategy and unlock 6- and 7-figure annual contract values through volume-based partnerships. What You'll Do 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 Become the expert on embedded infrastructure sales: • 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 Drive revenue and strategic partnerships: • 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 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 marketplace conferences (Transform, HR Tech, Marketplace Risk). What You Bring Experience selling API-first or embedded infrastructure: • 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 Deep understanding of marketplace business models: • Familiarity with HR tech, Gig Marketplaces, workforce platforms, 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 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 Bonus Points • Experience selling embedded/API-first products • Sold into Gig Marketplaces • Closed partnership deals involving rev share, reseller agreements, or strategic investment • Built relationships with corporate development, or business development teams • Background in HR tech, background screening, identity verification, or compliance technology

Requirements

Must-haves

We're hiring an Account Executive to own the full sales cycle for gig marketplaces that want to white-label or deeply integrate background screening into their tech stack.
This isn't transactional HR software sales. You'll be selling developer-facing infrastructure to product leaders, and technical buyers who evaluate APIs, and strategic fit.
You'll partner directly with our CEO and VP of Sales to close deals that define Yardstik's embedded strategy and unlock 6- and 7-figure annual contract values through volume-based partnerships.
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
Become the expert on embedded infrastructure sales:
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
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 marketplace conferences (Transform, HR Tech, Marketplace Risk).

Nice-to-haves

Experience selling embedded/API-first products
Sold into Gig Marketplaces
Closed partnership deals involving rev share, reseller agreements, or strategic investment
Built relationships with corporate development, or business development teams
Background in HR tech, background screening, identity verification, or compliance technology

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

api

Platform: trinet-hire
Effort: medium