5+ years of quota-carrying B2B SaaS sales experience with a strong track record of exceeding targets
Experience managing the full sales cycle for technical products to both business and technical buyers
Ability to navigate multi-stakeholder sales processes and communicate effectively with various levels of an organization
Strong skills in discovery, presentation, negotiation, and storytelling to convey technical benefits in business terms
Self-directed and adaptable in a fast-paced, early-stage environment, with a focus on building processes
Proficient in CRM tools like Salesforce and modern sales technologies, with a disciplined approach to pipeline management
Located in the New York area, with a commitment to daily office presence and occasional travel for client engagements
Responsibilities
Own the complete sales cycle from prospecting to closing, managing a sales quota
Engage with IT, HR, and Operations stakeholders, from practitioners to C-suite executives
Understand prospects' ITSM workflows and articulate the business value of AI automation
Proactively build and manage your sales pipeline through various prospecting methods
Ensure accurate pipeline management and forecasting in the CRM, reporting on key metrics
Act as the customer advocate internally, providing feedback to influence product development
Contribute to the creation and refinement of the sales playbook and processes as a founding team member
Benefits
Competitive salary and equity
Comprehensive medical, dental, and vision coverage
401(k) plan with company matching
Top-tier office equipment or stipend for remote work
Additional benefits available
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 in the New York area with willingness to be in the office, at HQ, daily. 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
