Why this role matters
At our stage, every deal shapes product, messaging, and culture. We’re hiring a creative, entrepreneurial AE who can both own a number and build the motion—an insight‑led seller who is deeply curious, comfortable with ambiguity, and energized by turning greenfield accounts into reference customers.
Own full‑cycle enterprise/MM deals from targeted outbound to close in partnership with the CEO—multi‑threading complex orgs, navigating procurement, and orchestrating resources to win.
Run world‑class discovery and translate business pain into crisp problem/solution narratives, then partner with Product to convert those into requirements and roadmap input.
Create net‑new pipeline through thoughtful outbound (email, phone, social) and insight‑driven plays; you won’t wait for leads—you’ll generate them.
Close large, strategic deals (6‑figure ACVs; 7‑figure multi‑year opportunities) while building reference‑worthy deployments.
Leverage AI as a force multiplier for account research, prospecting, prioritization, call prep, and follow‑through; share what works to uplevel the team.
Be a cultural carrier—bring grit, accountability, and creative problem solving to every interaction; help standardize the sales motion as we scale.
8–10 years of closing experience in B2B SaaS with a demonstrated track record of hitting/overachieving quota.
Evidence of 6‑figure deal wins and participation in/ownership of strategic 7‑figure deals (new logo or major expansions).
Experience in mid‑market or enterprise segments; has managed or had team‑lead/player‑coach responsibility (pipeline reviews, coaching, deal strategy).
Entrepreneurial spirit—comfortable building from zero, creating structure, and iterating quickly.
Deep curiosity & product orientation—loves new tech, gives actionable product feedback, and can demo with credibility.
Excellent communication—concise writer, compelling storyteller, strong executive presence; expert at discovery and mapping findings to business cases and product needs.
AI‑enabled workflow—hands‑on with modern AI tools for research, sequencing, call prep, and post‑call follow‑ups.
Bias to outbound—willing to pick up the phone and prospect daily.
Teach, tailor, take control: You reframe customer thinking with commercial insights, tailor messages to each stakeholder, and create constructive tension that moves deals forward.
Mobilizer focus (Challenger): You identify and equip true mobilizers—not just friendly sponsors—to build consensus.
Rigorous qualification: You run MEDDICC/meddicc‑like discipline—quantify Metrics, access the Economic Buyer, confirm Decision Criteria/Process, Identify Pain, build a Champion, and manage Competition.
Business‑first discovery: You diagnose root causes, quantify impact, and convert discovery into a mutual success plan with crisp next steps.
Sell to power: You earn and maintain access above the power line and secure clear go/no‑go commitments.
Ramp quickly: Master ICP, core use cases, and talk track; run qualified discovery in month 1–2.
Pipeline‑to‑quota: Build a healthy self‑sourced + partnered pipeline and consistently hit quarterly targets.
Flagship wins: Close multiple 6‑figure new logos and advance 1–2 seven‑figure strategic opportunities with mutual action plans.
Product impact: Deliver clear, prioritized product feedback that influences roadmap; contribute repeatable discovery templates and AI workflows the team adopts.
References: Land 2–3 deployments that become public case studies or references.
You’re comfortable being uncomfortable—you thrive in ambiguity and create clarity.
You love the craft of selling: discovery, storytelling, business cases, and champion building.
You’re a builder: playbooks, talk tracks, and AI prompts don’t just get used—you write them.
You want to own a quota now and grow into broader leadership as we scale.
