Full Job Description
Location: US-based (NYC or SF Bay Area, hybrid)
Type: Full-time
Reports to: CEO
Compensation: $215,000-$265,000 OTE ($130,000-$160,000 base, 60/40 base/variable split, uncapped commission) + equity
Experience: 7+ years of experience in enterprise sales or business development
The Opportunity
We're hiring our first dedicated sales professional to help build the next stage of Class 3 Technologies.
Our founders have established strong traction with leading institutions, particularly in data centers, commercial real estate investment, and architecture and engineering. Our customers include organizations among the largest in their respective industries, with five- and six-figure contracts, strong adoption and renewals, and opportunities for expansion.
We've seen promising results from relationship-led selling through our networks, industry events, and referrals. Once we're engaged with the right buyers, we've demonstrated strong conversion into paying customers. Sales cycles typically run six to nine months, reflecting the complexity of institutional purchasing decisions.
As our Founding Enterprise Sales Lead, you'll take ownership of qualified opportunities, develop relationships with prospective customers, and drive them through to close. You'll also cultivate your own strategic accounts and generate new opportunities.
You'll partner closely with our Founding GTM Lead, who owns demand generation and overall funnel performance, and work alongside our founders and technical team to bring expertise into customer conversations.
This is an opportunity to help shape our commercial approach while building on a differentiated product with proven institutional traction.
What You'll Do
• Convert opportunities into customers. Own qualified opportunities from discovery through evaluation, proposals, negotiation, and contract execution.
• Create momentum. Follow up consistently, reengage stalled opportunities, and find creative ways to advance deals.
• Navigate complex buying processes. Identify decision-makers and internal champions, understand purchasing requirements, and develop strategies to overcome obstacles to closing.
• Generate new business. Cultivate strategic accounts through targeted outreach, industry events, referrals, and your network, working with our Founding GTM Lead to identify promising prospects.
• Sell alongside technical experts. Communicate Iris's differentiation credibly and bring founders and technical specialists into customer conversations when their expertise adds value.
• Improve how we sell. Refine our sales approach based on what works, maintain accurate opportunity records and forecasts in our CRM, and share customer insights with GTM and product.
• Sharpen our messaging. Work with our Founding GTM Lead to refine sales narratives, presentations, and customer-facing materials based on what resonates with buyers and helps advance deals.
• Support strategic account growth. Collaborate with customer success to identify expansion opportunities, while focusing primarily on new customer acquisition.
About You
You bring 7+ years of experience in enterprise sales or business development, with a demonstrated track record of personally owning and closing high-value deals involving multiple stakeholders and long sales cycles. You may be a technical enterprise software seller or a commercially successful technical consultant whose career has been focused on business development and winning new clients.
You don't need to be an expert in climate risk or engineering. We have deep technical expertise on our team. What you bring is the commercial experience, persistence, and judgment to turn that expertise into customer relationships and revenue.
• Proven deal closer. You have personally originated and closed substantial enterprise deals, including complex negotiations and procurement processes.
• Relentlessly resourceful. You know when to keep pushing, when to change tactics, and when to move on. You balance persistence with good judgment and respect for the customer.
• Comfortable selling complex solutions. You learn technical products quickly, translate their capabilities into business value, and know when to bring in subject matter experts.
• A natural relationship builder. You're curious about customers' businesses, listen carefully, and build lasting trust with senior decision-makers.
• Entrepreneurial and self-directed. You thrive with high ownership and limited oversight, learning from experience and taking responsibility for outcomes.
• Intellectually curious. You enjoy learning complex subjects and making them understandable to others.
Experience in at least one of our target markets is valuable, as is an existing network of industry decision-makers. An engineering degree or climate risk background is a plus, but not required.
You're comfortable with modern CRM and AI tools, based in the NYC or SF Bay Area, and willing to travel.
Your First 90 Days
• Learn: Develop a strong understanding of Iris, our customers, and our methodology so you can lead discovery independently.
• Own: Take responsibility for qualified opportunities in our existing pipeline and establish clear next steps for advancing them.
• Build: Begin developing your own network of prospects and strategic accounts.
• Improve: Identify early opportunities to strengthen our sales motion and forecasting.
Benefits
• Competitive base salary, uncapped commission, and equity
• Health, dental, and vision insurance
• 401(k)
• Flexible PTO
• Flexible, remote-first work environment
