About the RoleThis is a rare opportunity to be the
first dedicated sales hire at a fast-growing B2B SaaS company pioneering the value intelligence category - AI-powered software that helps go-to-market teams automate business cases, prove ROI, and scale value selling across the full customer lifecycle. Zero churn. A small but mighty team. A product already trusted by dozens of enterprise customers.
Every deal to date has been closed by the founding CEO. That worked to build an early customer base. This hire -
you - is responsible for taking the mid-market motion from founder-led to repeatable and scalable. The CEO will continue co-selling on larger strategic accounts; you own the mid-market independently.
What You'll Do- Build your own pipeline. There is no SDR team. You'll develop a repeatable outbound motion targeting the ICP - Series C-E SaaS companies with emerging or scaling value engineering functions. Expect to prospect, network, run events, and work creative channel plays to generate your own pipeline.
- Run full-cycle mid-market deals. You own the entire sales cycle from first meeting to signed contract: discovery, multi-threading across buying committees of 5-10 stakeholders, positioning with economic buyers (typically the CRO), navigating procurement, and closing.
- Engage sophisticated buyers. Your typical contacts are Heads of Value Engineering, VPs of Sales, and CROs at high-growth SaaS companies. These buyers know what great selling looks like - you need to have done this work yourself, not just talk about it.
- Partner on expansion. Stay involved post-close to identify upsell and expansion opportunities in partnership with the Implementation Lead. You are incentivized on expansion revenue.
- Build and defend business cases. Use the platform's value intelligence capabilities to build rigorous ROI analyses and business cases for prospects - this is core to the product and your pitch.
What We're Looking ForRequired:- Proven ability to own an end-to-end mid-market SaaS sales process - sourcing pipeline, qualification, negotiation, and closing - independently
- Strong experience building, presenting, and defending business cases and ROI analyses with executive-level stakeholders
- Excellent written and verbal communication and negotiation skills; comfortable engaging CROs, VPs of Sales, and procurement teams
- Self-starter mentality - you don't need leads handed to you and can generate your own pipeline from scratch
- Authorized to work in the United States without employer-sponsored visa (visa sponsorship is not available)
Nice to Have:- Background in value engineering, sales enablement, or GTM software
- Experience selling to or within high-growth SaaS organizations
- Prior experience as an early or founding sales hire building a repeatable motion from scratch
- Familiarity with Salesforce or similar CRM and enterprise sales workflows
Compensation & Benefits- OTE: $200,000 - $270,000 (base + variable)
- Equity: 0.3% - 1.0%
- Early-stage equity with meaningful upside in a category-defining company
LocationThis role is
on-site in San Francisco, CA. Remote work is not offered. Candidates must be willing and able to work from the San Francisco office.
