Position Overview
You will lead all new business sales for Piano Analytics in North America within our New Verticals team selling to healthcare, retail/e-commerce, and BFSI. Working directly with your dedicated Business Development Associate (BDA), you'll generate your own pipeline through outbound and run complex deal cycles from prospect to closed/won.
This is a high-visibility role on a growing team, with the autonomy to shape how Piano shows up in markets we've found early proven success within - plus, the support of marketing, sales engineering, and client services behind you.
Key Responsibilities
- Generate pipeline through thoughtful, targeted outbound to accounts in regulated industries like healthcare, hospital systems, and retail banking
- Work closely with your BDA to scale outreach and share learnings with Marketing to sharpen our messaging and ideal-customer profile
- Own deals from first conversation through discovery, evaluation, negotiation, and close
- Attend industry events 3-4 times per year in NAM (US, Canada)
- Run consultative discovery to understand each prospect's priorities, buying process, and decision criteria
- Be a product expert, working with your Sales Engineer to deliver tailored, value-based demos that connect Piano to the outcomes your prospects care about
- Build ROI-driven business cases and executive proposals; sell Analytics on its own or as part of the broader Piano platform
- Guide multi-stakeholder deals - develop champions, build C-suite relationships, and partner with Sales Engineers on technical evaluations and proofs of concept
- Lead pricing and contract negotiations through to a confident close
- Set clear expectations so deals transition smoothly to our delivery teams
- Keep your pipeline and forecast accurate and up to date in Salesforce
Qualifications & Experience
- Must be located on the East Coast (EST)
- 4+ years of B2B SaaS sales experience, consistently meeting or exceeding quota in a closing role
- A track record of generating your own pipeline through outbound
- A history of building momentum from the ground up
- Comfort guiding complex, multi-stakeholder enterprise deals with a focus on compliance
- A consultative approach - you listen and diagnose before you prescribe
- Strong communication and executive presence, in writing and in the room
- Experience selling web behavioral analytics, data tools, or business intelligence solutions is a strong bonus, but not required
- Experience selling into healthcare, hospital systems, or financial services is a strong bonus but not required
Perks at Piano
- Free daily catered food in the office
- Annual continued education reimbursement
- Unlimited healthy snacks, coffee, espresso, and soft drinks in the office
- Team events and happy hours
