Embedded Platforms Account Executive

Yardstik | Hybrid | Minneapolis MN, Austin TX, San Francisco CA (US) | Full-time

 

 

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 vertical SaaS platforms use to add background checks as a native product feature.

We're not selling to HR departments. We're selling to product and platform teams who want to embed trust and safety into their core offering.

 

 

The Role

We're hiring an Embedded Platforms Account Executive to own the full sales cycle for vertical SaaS platforms, HCM systems, and workforce management platforms that want to white-label or deeply integrate background screening into their products.

This isn't transactional HR software sales. You'll be selling developer-facing infrastructure to product leaders, GTM executives, and technical buyers who evaluate APIs, partnership economics, and strategic fit.

You'll partner directly with our CEO and SVP of Partnerships to close deals that define Yardstik's embedded platform 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 platform deals:

  • 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

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

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)

 

 

 

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 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

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 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