The RoleYou'll own sales at Qualitate from day one. You're taking the handoff from our founder, stepping into a working motion with AEs already above quota, and will help keep us on our current hyper-growth scaling trajectory. You'll call the number, build the playbook for the next stage, hire and ramp the next wave of AEs, and own the rhythm of the entire revenue org. You'll be a close strategic partner to our CEO, in front of our biggest customers, and help us grow our sales team from 4 to 15 over the next 12 months.
What the day-to-day looks like:- Revenue ownership. You will own the number, set quotas, call the forecast, and be accountable for hitting it.
- Sales motion and playbook. Help build out qualification criteria, sales process, and enablement to ensure we can scale with limited friction from 4 to 40 reps + front-line managers.
- Team building. Hire and ramp the next wave of AEs, with new reps to productivity in under 90 days.
- Pipeline and operating cadence. Run weekly pipeline reviews, deal reviews, and coaching cadences. Build the muscle of a high-performing sales org.
- Cross-functional partnership. Own the product-sales feedback loop. Partner with marketing on pipeline generation and messaging. Tighten alignment with post-sales to deliver against customer expectations.
Who This Role Is For- Track record of promotions. You've been promoted consistently throughout your career. You're on a sales leadership track at a high-growth company and ready to build up from the foundation at a hyper-growth startup.
- High-growth company background required. You've led teams through the hyper-growth phase of the startup journey. GTM maturity, ARR, and team size where we are today through where we want to be in the next 2-3 years, and thrived in environments with limited resources and infrastructure.
- Comparable ACV and sales cycle. You've sold mid-market and enterprise deals, as low as $50k up to $1M ACV, with 30-120 day sales cycles. Selling to large technology companies and/or financial services buyers is a strong plus.
- Hands-on playbook builder. You've personally built ICP definitions, qualification criteria, comp structures, and onboarding programs.
- Lead from the front. You're an excellent seller. You're willing and proud to jump into deals, help reps close, and show the team what excellence looks like,
- Comfortable with chaos. You've operated in early-stage or high-growth environments and thrived. You communicate proactively, flag problems early, and don't need to be managed closely.
What Sets You Apart- Direct experience selling to large tech enterprises and/or investment firms.
- You've been an early sales leader at a company that scaled through $5-50M+ ARR and saw firsthand what good looks like.
- Experience building or owning a pipeline generation function, with a clear point of view on how AI is reshaping outbound today.
- Strong cross-functional partnership experience, especially with product and marketing.
- Bonus if you've hired and developed a front-line sales manager into the role.
Compensation & Benefits- Compensation: Top of market compensation. Base + Variable comp + Equity.
- Benefits: Health coverage, flexible PTO, paid holidays.
- Location: Full-time, in-person in New York City.
What to expect working at Qualitate- Excellence. You'll be held accountable to an exceptionally high bar and impact
- High velocity. Fast paced work environment in terms of growth, decision making, and time to impact
- High agency. Ownership over how you work, not just what you work on. We hire people we trust to figure it out.
- A builder's mindset. You'll create the processes, playbooks, and systems that define how this company scales.
- Shared ambition. A small, early team disrupting the multi-billion dollar market research industry with AI.
- Joy. We work hard and genuinely enjoy working with each other. Dedication to our work is matched only by our passion for fostering an enjoyable, collaborative work environment.
