Sales

📋 Description

• Conducting discovery that reveals business decisions and their associated costs — rather than focusing on research budgets and methodological preferences.

• Establishing multi-threaded deal committees: Finance, IT, Legal, CMO, VP Insights — and engaging in tailored value conversations with each participant.

• Presenting pricing as an investment aligned with a quantified return, rather than as a negotiable software expense.

• Developing business cases that withstand procurement examination without relying on a free trial.

• Overseeing annual contract cycles ranging from $60K to $480K+ with close windows of 30 to 90 days.

• Collaborating with Solutions Engineering on intricate Enterprise deals.

• Cultivating the sales pipeline: sourcing, prospecting, and managing inbound leads with equal proficiency.

• Contributing to the playbook — this role presents an opportunity to shape the broader strategy.

⛳️ Requirements

• 5–10+ years of experience in B2B SaaS sales, with a minimum of 3 years in new enterprise or upper mid-market positions.

• Early career training in value-based or solution selling methodologies — such as MEDDIC, Challenger, Command of the Message, Force Management, or similar — at an organization that prioritized these practices.

• Consistent achievement of quotas at or above 100% for the past 3 years — with documented evidence.

• Experience engaging with deal committees: managing Finance's ROI pushback, addressing IT's security concerns, and navigating a champion's silence — and knowing how to respond in each scenario.

• Demonstrated capability to create a business case from the ground up — without a trial, without a reference customer in the specific vertical, and without offering discounts.

• Comfortable handling deals with an ACV of $100K–$500K+ and sales cycles spanning 60 to 120 days.

• Experience in startup or scale-up environments — adept at operating without a complete SDR team, crafting your own outreach sequences, and making processes effective without a perfect framework.

🏝️ Benefits

• Base salary: $110K–$150K based on experience and location.

• OTE: $220K–$350K+ (uncapped).

• Equity: substantial early-stage options.

• Comprehensive benefits: medical, dental, vision, 401K.

• Fully remote work and flexible time off.