5+ years of quota-carrying experience in B2B SaaS sales with consistent target achievement.
Experience delivering full-cycle technical sales to business and technical audiences.
Ability to manage multi-stakeholder sales cycles and communicate effectively with all levels of buyers.
Strong skills in discovery, presentation, negotiation, and storytelling, focusing on business outcomes.
Self-directed and agile, thriving in unstructured, fast-paced environments while building processes.
Disciplined in using CRM and sales tools, including AI technologies for pipeline management.
Based in the US East Region, preferably Boston or the DMV area, with occasional travel readiness.
Responsibilities
Own the complete sales cycle from prospecting to closing while meeting quotas.
Manage complex, multi-threaded sales cycles engaging with stakeholders from various departments.
Gain a deep understanding of prospects' ITSM workflows to highlight AI automation benefits.
Build and maintain a pipeline through proactive prospecting and partnership cultivation.
Ensure accurate pipeline hygiene and forecasting in the CRM, reporting on sales metrics.
Serve as the customer's voice within the company, providing feedback to shape product strategy.
Contribute to the creation and enhancement of the sales playbook and team messaging as an early member.
Benefits
Competitive salary and equity package.
Comprehensive medical, dental, and vision coverage.
401(k) plan with company matching.
Top-quality office equipment or stipend for remote work.
Various other employee benefits.
Full Job Description
What you'll do
Own the full sales cycle end to end - from prospecting and discovery through demo, negotiation, and close - carrying a quota
Run multi-threaded sales cycles with IT, HR, and Operations stakeholders, from individual practitioners up to VP and C-suite buyers
Develop deep understanding of prospects' ITSM workflows and pain points, and translate our AI automation capabilities into clear, quantified business value
Build and manage your own pipeline through outbound prospecting, inbound follow-up, and partnerships - you won't wait for leads to come to you
Maintain accurate pipeline hygiene and forecasting in the CRM, and report on activity, conversion, and revenue against targets
Act as the voice of the customer internally, share market and competitive feedback that directly influences product roadmap and positioning
Help define and refine the sales playbook, messaging, and processes as one of the founding members of the go-to-market team
Required qualifications
5+ years of quota-carrying, closing experience in B2B SaaS sales, with a consistent track record of meeting or exceeding targets
Experience owning full-cycle sales - prospecting through close - for technical or platform products sold to business and technical buyers
Proven ability to run multi-stakeholder sales cycles and to communicate credibly with both practitioners and executives
Strong discovery, presentation, negotiation, and storytelling skills, with the ability to translate technical capabilities into business outcomes
High-agency, self-directed operator who thrives in an unstructured, fast-changing early-stage environment and is comfortable building process rather than inheriting it
Disciplined with CRM and sales tooling (e.g., Salesforce), including modern AI tools/techniques, and rigorous about pipeline management and forecasting
Based on the United States East Region, preferably Boston or the Washington metropolitan area (DMV) area. Willingness to travel occasionally to customer meetings, events and conferences is required
Preferred qualifications
Experience selling ITSM, IT operations, observability, security, or workflow/process automation software
Working knowledge of AI and automation categories - specific familiarity with AI agents, LLM-based automation, or how AI is applied to IT workflows is a strong plus
Prior experience as an early or founding sales hire at a seed to Series B startup, helping establish the go-to-market motion
History of top performance - President's Club, top-decile ranking, or rapid promotion
Familiarity selling into IT, DevOps, or IT support organizations and navigating their buying and evaluation processes
Experience with modern sales engagement and prospecting tools (e.g., Gong, Nooks)
What We Offer
Competitive salary and equity
Comprehensive medical, dental, and vision coverage
401(k), with company matching
Top-tier in-office gear or stipend for home office (for remote employees), and
