Sales Generalist - Market GM and New Vertical Salesperson

What’s the Job Look Like?

We’re looking for a sales generalist to drive growth. This is a full cycle sales role: you'll be responsible from prospecting through close.

This person should be taking actions to grow demand in a market through outbound sales. That market might be driving new business at assisted living facilities in the state of Oklahoma or it could be leading hotel sales in New York. They’ll need to be able to do the digging connect with customers to understand what makes them tick and then deliver solutions that we’ve already built into the problem space that they’ve defined for customers. They’ll deal with rejection frequently and can’t be deterred by 100 no’s - the 101st person they speak to could be a yes.

We’re expecting this person to do it all - you'll pick up the phone a lot but we want you to experiment. This person will not have a team or say “here’s what I think we should do” - they’ll do it. We need an owner.

What Might Onboarding Look Like?

There’s some variance here but we’ve included a sample onboarding plan for someone who starts within our core marketplace. We’re expecting skilled sales people industry experience isn’t necessary and you should be able to adapt to different customer types quickly. This is a closing role but it's not necessary that you've closed in the past - we think we can teach you.

For the first 6 weeks we expect this person to pick up the phone for most of the day. They’ll be expected to produce 50 customer conversations from existing customers (40 of which will come on the demand side 10 from workers) in their first two weeks. In the following three weeks we expect an additional 1000 calls to prospects yielding at least 100 meaningful conversations. Once this person has a very clear understanding of customers (segments personas etc) they’ll have the opportunity to put forward ideas that fall outside the scope of cold calling.

They might want to throw events experiment with marketing or try other experiments. These are all things we’d love to do but opportunities to explore are gated by getting a very deep understanding of the customer via a high volume of customer conversations.

Instead the mandate will be “don’t do anything except pick up the phone or visit customers for the first 6 weeks - take ownership over their problems and develop the best possible understanding of the customer”.

Someone first needs to be able to clearly say things like “here’s what a day in the life of a in a looks like. Here’s how it differs from the . If the customer segment is then the role usually doesn’t exist. The responsibilities of that role instead fall into which also does .”

Once we’re confident in the individual’s read on the customer we’ll open the doors for experimentation if the person thinks it’s our most effective tool based on their understanding of customers . Once they have experiments they’ll ship these experiments themselves and report on learnings.

What’s Success Look Like?

We’re expecting this person to win every market they enter by getting to know customers and breaking down barriers. They have to be comfortable where there isn’t a manual - they won’t just sell they need judgment to know 1) what to sell 2) how we should package / position what we sell 3) what we can / can’t offer and 4) how to negotiate / price / etc when we don’t have a pulse on where the market is for our product today.

Judgment hustle business acumen and curiosity are all required in spades.

What’s Growth in This Role Look Like?

We have lots of opportunities within the company. Someone who knocks it out of the park here will have several options for what’s next:

• Build the manual for people who come after them

• Build and oversee a team to execute on their manual

• Do discovery in new parts of the business to distribute new products / gather new demand side customers

• Move into another part of the organization entirely

These aren’t guaranteed but for people who do an excellent job we have several opportunities.

What Experience is Necessary for the Role?

We’re not a company that relies heavily on experience. We hire “general athletes” who embody the traits we think are necessary to succeed in the role.

The only requirement for this role is that you are US-based and do not require sponsorship. This role could require some travel (on occasion not regularly).

The Process

This role is a generalized sales role that will sit outside of our sales org. We’re expecting a lot of hustle from the person and you’ll most likely report to someone within our product organization. I’d read the following docs from our Product team prior to applying: the Product Team Standards Product Team Recruiting and Product Team Structure . The standards and thinking apply to the role while some of the specifics around recruiting and team structure do not.

For this role there will be 4 steps:

• Your application here

• An assessment analyzing some sales data and calls from a fictitious company which you’ll use to craft a plan

• A conversation on that assessment

• A secondary assessment to vet your own sales ability putting your skills to the test on a fictitious product in the real world

• 1-2 conversations about your skills test and background.

You’ll speak with our Head of Strategy and Operations at some point during the interview process.

The process will move as quickly as you’d like - we’re expecting some people to go from application to accepting an offer in less than a week we’ll move at your pace.

The Compensation

This role will have a mix of base and bonus. If performance is strong you'll also have an opportunity to receive equity.

We're open to a wide variety of experience but we expect OTE to sit between $80k and $200k depending on experience.

We’re excited to get you started!