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Senior Sales Leader
2 weeks ago
About the Role
This is a unique chance to join a fast-growing organization as a Business Head, where you will play a pivotal role in scaling our sales motion. You will be working closely with our existing AE team, who have been instrumental in creating our current sales playbook.
Responsibilities:
- Pipeline Management: Take ownership of the prospect journey from qualified meetings set by our lead generation team, defining clear stages of the sales funnel and continuously optimizing each step to drive conversions through to close.
- Discovery and Demos: Lead discovery calls, conduct compelling product demos for prospects, and work with Customer Success and Engineering to create custom demos that drive higher impact.
- Mentorship and Coaching: Mentor the current team of AEs on best practices to close large ACV customers, helping them close deals in advanced stages by joining in as the senior persona from Humantic's sales team.
- Pilot Management: Manage pilots and demonstrate the value of Humantic for specific use cases, requiring top-notch project management skills and proactiveness.
- Negotiation and Contracting: Negotiate contracts, demonstrate Humantic's value compared to legacy vendors, and win deals.
- Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live.
- Sales Quotas: Exceed sales quotas.
- CRM Hygiene: Instill best-in-class CRM hygiene for improved pipeline visibility.
- Product Improvement: Advocate for customer needs in discussions with Product, Design, and Engineering, driving product improvement.
- Team Leadership: Hire and build a team of AEs over time.
Qualifications:
- 8+ years of experience selling B2B SaaS to US customers.
- Previous experience selling to Mid Market and Enterprise customers, closing Enterprise deals with $75k+ ACV, ideally $100k+.
- Prior experience coaching/managing junior AEs is a strong plus.
- Ability to build, manage, and motivate a team.
- Prior success as one of the first AEs at a startup, comfortable working in a fast-paced environment.
- Track record of consistently beating your quota.
- Solid hustle and entrepreneurial mindset, thriving under uncertainty.
- Strong project management skills and proactiveness, given the long sales cycle and pilot-heavy nature of deals.
- Strong first-principles understanding of sales processes (e.g., MEDDPICC).
- Mandatory: Willingness to work in the US time zone (~4 am IST) on weekdays (Mon-Fri), with flexibility in starting your day in the afternoon (IST) or taking breaks.
- Self-driven individual with high ownership and strong work ethic.
- Previous entrepreneurial experience is a huge plus.
Required Skills:
- Strong project management skills.
- Ability to mentor and coach.
- Excellent negotiation skills.
- Strong understanding of sales processes.
Preferred Skills:
- Experience in a startup environment.
- Prior experience coaching/managing junior AEs.
- Entrepreneurial mindset.
Benefits:
We offer a competitive compensation package, including a base salary and variable pay based on performance. With our hit product-market fit and strong demand for our product, there's significant upside potential in commissions and ESOPs.
