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about 2 months ago
Requirements and responsibilities
About PanoptycPanoptyc is the AI platform that helps 20,000+ retail stores detect and deter theft in real time. Our vision is to make loss prevention intelligent, proactive, and profitable. We're rapidly expanding from our core market of corporate food service into grocery, c-stores, and broader retail verticals.The Opportunity: Help us scale from where we are today to $150M ARR over the next 5 years. This could be the defining achievement of your career.We're title-flexible and care more about fit than labels. We'd love a Director of Sales from a best-in-class company, or a VP ready to roll up their sleeves. What matters: you're the best sales leader your former colleagues have ever worked with.This is a player-coach role for someone who can close enterprise and mid-market deals themselves while building and leading a high-performing team. You'll own Panoptyc's core revenue engine—from strategy to execution—across our AI software + hardware product line through direct and channel sales.You'll work closely with the Founder and C-Suite to:Strengthen distribution partnerships with national and strategic accountsBuild repeatable, data-driven sales processes in an environment that's sometimes ambiguous and still building infrastructureLead, coach, and hire a team of full-cycle sales reps, account managers, and SDRsOwn and close key deals yourself—you're in the trenches with your teamExpand into adjacent retail verticals (grocery, c-stores, apparel, dining)Drive customer success and expansion—we've landed accounts and need to grow themWhat Makes You the Right FitThe Must-Haves8+ years in SaaS/technology sales, with experience leading teams (ideally 10-20+ people)Proven track record building or scaling sales teams to $20M+ ARR with 75%+ YoY growthSignificant experience closing 6 and 7-figure ARR deals in enterprise and mid-market segmentsPlayer-coach mentality — you can sell and lead simultaneouslyCreative deal-maker — you unblock stuck deals and move the unmovable through creative problem-solving and relentless follow-throughTravel ready — minimum 3x per month to close deals, support the team, and build relationshipsImmediate availability — we need you there tomorrow (flexible on contract-to-hire to start)The PersonalityYou're hungry, obsessed, and on a steep growth trajectory.Motivational and charismatic — people want to run through walls for you (likely a high D/I on DISC)Opinionated about customer success — you know retention and expansion are where real revenue is builtCompetitive and driven — you work hard, including occasional Saturdays when deals demand itA believer in equity — you understand startup upside and want meaningful ownership in a rocket shipNice-to-HavesExperience selling into retail, foodservice, or distribution channelsTrack record of creating or taking a customer success motion to the next level"Best sales person” I've ever worked with" referencesEOSResponsibilitiesSales Leadership & StrategyOwn Panoptyc's top-line core revenue targets and build a scalable GTM strategy across enterprise and mid-market segmentsDevelop and manage KPIs across pipeline generation, conversion, expansion, and retentionLead forecasting, sales planning, and territory strategy across channels and verticalsImplement proven sales methodologies and coaching frameworks (Sandler, MEDDIC, etc.)Navigate and improve processes in an environment that's sometimes ambiguous—you build structure where neededTeam Building & CoachingRecruit, train, and manage a team of AEs, SDRs, and Account ManagersFoster a performance culture rooted in accountability, urgency, and collaborationBe the motivational force that elevates average performers to great onesPartner with Marketing and RevOps to optimize lead flow, enablement, and analyticsEnterprise & Mid-Market SalesClose high-value enterprise deals yourself (6-7 figure ARR)Build and maintain executive relationships with top accounts and distributorsCreatively unblock complex, multi-stakeholder deal cyclesMove deals that others consider dead—you find the path forwardCollaborate with Product, Engineering and Customer Success on feedback loops and customer-driven innovationCustomer Success OwnershipDrive expansion revenue and net retention in existing accountsBuild customer success strategies that turn customers into advocates and reference accountsEnsure seamless handoffs from sales to success and back to sales for upsellsProcess & SystemsRefine Panoptyc's CRM and reporting infrastructure for pipeline visibility and forecast accuracyPartner with RevOps/BI to maintain pipeline hygiene and data integrityEstablish incentive structures that reward growth, retention, and team performanceBuild repeatable systems while maintaining the speed and agility of a startupThe Hiring ProcessWe take hiring seriously. Expect:Multiple interviews with Founder, C-Suite, and team membersA working session where we dig into your deals, process, and leadership styleWe're looking for someone who former colleagues call "the best sales person I've ever worked with"CompensationCompetitive base salary + aggressive commission structure + meaningful equityYou need to believe in the equity—this is a wealth-creation opportunityHealth, dental, and vision benefitsFlexible PTO and hybrid work optionsOpportunity to join a fast-scaling AI company redefining retail securityCulture & ExpectationsEOS - We live EOS and expect our team members to as wellCore ValuesHonest: Speak the truth; be direct and opinionated.Obsessive: Care intensely about our customers, our product and our mission.Urgent: Move fast, prioritize well, with a bias toward action.Systematic: Think analytically and build scalable solutions.Excellence: Pursue quality, execute, and exceed expectations.Let's TalkIf you're the type of sales leader who gets energized by building something massive, who thrives on closing impossible deals, and who wants to be part of a category-defining company, we want to meet you.We are an equal opportunity
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