We're looking for sellers who want to win complex deals:You will own the Southeast and Mid-Atlantic territory, focused on companies up to $500M in revenue across manufacturing, retail, and construction.
These are complex, multi-stakeholder deals that require you to create momentum from scratch, build alignment across an organization, and lead customers through ambiguity.
You are responsible for creating pipeline through outbound, partner relationships, and field presence. Our inbound engine is designed to supplement your efforts.
The AEs who win here are not reactive. They open cold accounts, earn trust across the business, and turn interest into committed deals.
Your assignment:Build pipeline with intent- Create demand through outbound prospecting, sequencing, and targeted account strategies
- Develop and execute a focused territory plan across high-priority accounts
- Generate pipeline through attendance at trade shows and events, and via in-market presence
Close through partners- Every deal is closed on partner paper as part of a deliberate channel-first motion
- Build relationships with partners who actively bring you into deals and position Spot AI as a premium solution
- Use partners to expand reach, accelerate trust, and increase deal velocity
Run high-quality sales cycles- Lead multi-threaded deals across 3 to 6 month cycles for accounts ranging from $100M-$500M in revenue, building alignment across diverse stakeholder groups
- Drive rigorous discovery grounded in metrics, economic impact, and clear business cases
- Map and influence the buying committee, identifying champions and engaging economic buyers early
- Navigate decision criteria and processes with precision, proactively addressing risks and objections
- Operate with a disciplined approach to deal qualification and progression using MEDDPICC
- Maintain clean pipeline, accurate forecasting, and clear next steps at every stage
- Structure and advance complex, longer-term agreements across operational and executive stakeholders
Who you are:- You've got a 3+ year track record of success (you don't just meet quota, you crush it!) in full-cycle B2B sales
- You are a proven prospector; you love the thrill of the hustle it takes to build pipeline rather than waiting for it to come to you
- You've got a consultative approach to sales and have successfully navigated long cycles and multiple stakeholders
- You embrace channel and partner-led sales motions
- You are able to run multithreaded deals and engage confidently with operations leaders and executives
- You enjoy meeting with customers, and are willing to travel up to 25% of the time
You're an especially strong candidate if you have sold into manufacturing, construction, or retail; have co-sold on partner paper; or have built a territory playbook from scratch at a high-growth company.
This role could click if you:- Treat outbound as a core part of your identity as a seller
- Prefer building a territory over inheriting one
- Thrive in autonomy and take ownership of outcomes
- Enjoy solving real operational problems with customers
This role likely won't click if you:- Rely on inbound or marketing-generated pipeline
- Operate best in a role with heavy support and prefer to delegate administrative tasks
- Are not interested in working through partners as a primary motion
Compensation & benefits highlights:- Annual OTE opportunity: $180,000 - $250,000, with a 50/50 base/commission split. Commissions are uncapped, and paid monthly. Offered OTE depends on experience and competencies demonstrated in the interview process.
- Meaningful early-stage equity
- Medical, dental, and vision with fully paid employee premiums and significant company contributions towards dependent premiums
- Company-paid short- and long-term disability and life insurance
- 401(k) with employer match
If you want to own a territory, create pipeline from nothing, and close meaningful deals in a category that is still being defined but is a hot and rapidly growing space, we should talk.#LI-REMOTE
