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.
WHAT YOU’LL DO
- 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.
WHAT YOU’LL BRING
- 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.
HOW YOU SELL
- 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.
WHAT SUCCESS LOOKS LIKE
- 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.
SIGNALS THIS MIGHT BE YOU
- 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.