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2 days ago
Requirements and responsibilities
Sales Expertise We Are Looking ForWe are especially interested in experts with hands-on CRM experience across one or more of these subdomains:Prospecting & Account ResearchBuilding and enriching pipeline: importing, deduplicating, and enriching leads and contacts, with the CRM as the system of record for who is in playAccount and territory research, ICP-fit assessment, and trigger-event identificationBuying-committee mapping across economic buyer, champion, technical evaluator, and blocker, plus org-chart navigationMulti-touch outreach sequencing across email, call, and social, with personalization at scalePre-call prep and account briefs grounded in prior activity, CRM history, and external signalsLead / Opportunity QualificationApplying MEDDIC, MEDDPICC, or BANT to score fit and conversion likelihoodDiscovery that uncovers and quantifies pain, decision criteria, decision process, and timelineDistinguishing genuine pipeline from happy-ears and disqualifying early, the gate that keeps the pipeline realLead scoring, routing, and SQL / opportunity acceptance against agreed criteriaQualification notes and meeting briefs that hold up to AE and manager reviewPipeline & Deal ManagementOpportunity hygiene: keeping fields, amounts, close dates, contacts, and next steps accurate and currentStage progression against exit criteria, plus aging and stalled-deal managementForecasting roll-ups (commit, best-case, pipeline) with stage-progression reasoningPipeline reviews, deal inspection, and slippage and risk identificationThe core day-to-day "live in the CRM" maintenance and data-entry workflowDeal OrchestrationLogging and coordinating cross-functional stakeholders: legal, security, finance, procurement, and deal deskTracking handoffs, approvals, and dependencies against the opportunity recordManaging security reviews, MSA and redline routing, and procurement workflowsMutual action plans and close plans spanning internal and customer stakeholdersKeeping the opportunity record the single source of truth for deal statusClosing & NegotiationPricing, quoting, and CPQ configuration, including discounts and non-standard termsNegotiation, concession trading, and value defenseRedlines, contract terms, and order-form executionDriving stage to closed-won and handoff to onboarding or customer successWin/loss capture and CRM closeoutThese sub-verticals reflect the day-to-day workflow of an account executive living in the CRM, from prospecting and qualification through pipeline and deal management, deal orchestration, and close.Tools & ContextAn account executive runs the whole deal inside one recurring stack, and experts should be fluent across it: the CRM (system of record), sequencing, dialer, and prospecting data, conversation capture, CPQ and quoting, forecasting and pipeline inspection, contracting, a productivity suite (mail, calendar, docs, sheets, decks), and team chat. The artifacts that move through it, such as call transcripts, discovery notes, email threads, sequences, account and buying-committee maps, mutual action plans, proposals, quotes and order forms, forecast workbooks, redlines and contracts, and the CRM opportunity record, are what experts review, create, and grade.These systems describe the same deal from different angles, and the CRM opportunity, the email thread, the calendar, the chat approvals, and the shared docs should all agree. A core part of the AE's job, and a rich source of agent error, is reconciling them: catching a stage the email contradicts, an approval claimed in chat but missing from the record, or a next step no meeting supports.A key part of the role is helping define what "good sales judgment" looks like in practice: how to tell a genuinely qualified deal from happy-ears, how to read a buying committee and decide who to multi-thread, how to keep an opportunity record honest, when a discount is justified and what to escalate, how to weight a forecast call against the signal trail, and how to explain the why behind a deal strategy rather than just the next step.What You'll DoReview sales work and AI outputs for accuracy, completeness, and sound judgmentCreate or evaluate realistic sales tasks, accounts, personas, call transcripts, and CRM and CPQ scenariosIdentify errors in outreach, discovery, qualification, opportunity hygiene, quotes, forecasts, or deal strategyExplain sales decisions, tradeoffs, assumptions, and risks in clear languageHelp define high-quality outputs for sales-specific AI agentsContribute examples of real-world deal-cycle workflows, edge cases, and professional judgment callsCollaborate with technical and domain teams to improve AI performance in go-to-market contextsYou May Be a Good Fit If YouHave 3–8+ years carrying or directly supporting a quota, with hands-on CRM ownership of the deal cycle (or deep ownership of at least one stage above), typically as an SDR/BDR, Account Executive (SMB through Enterprise or Strategic), Senior or Enterprise AE, Account Manager, or sales manager; deal-desk, sales-engineering, or RevOps backgrounds are welcome for the quoting and orchestration stagesCome from B2B SaaS or software (SMB to enterprise) or a tech-adjacent vertical such as fintech, healthtech, martech, cybersecurity, or devtools, or another complex, multi-stakeholder B2B sales environment with real CRM disciplineCan point to the metrics that matter: consistent quota attainment, President's Club, and the deal sizes, sales-cycle lengths, and multi-threaded committee deals you have runCan reason through complex deals, qualification calls, pricing exceptions, and forecast calls, and explain not just the right move but why it is right, distinguishing playbook theory from real-world executionEnjoy flexible, contract-based work, and are motivated by rigor, judgment, and building useful AI systems for professional workflowsNice to HavesThe following certifications and memberships are useful proxies, preferred but not required:Methodology certifications such as MEDDIC / MEDDPICC, Challenger, Sandler, Winning by Design, Command of the Message, SPIN, or Miller HeimanPlatform certifications such as CRM administrator or CPQ-specialist credentials, or sales-engagement and conversation-intelligence platform badgesGeneral sales credentials such as CPSP (NASP) or AA-ISP / EmblazeMembership in professional communities such as Bravado, Pavilion, RevGenius, or Sales HackerHow Engagements WorkThis is a flexible contract opportunity. Projects may vary by deal-cycle stage, complexity, time commitment, and required expertise. We are especially interested in building a bench of specialists across the account-executive deal cycle: prospecting and account research, lead and opportunity qualification, pipeline and deal management, deal orchestration, and closing and negotiation.Fully remote, contract-based workProjects vary in scope, duration, complexity, and time commitmentEngagements may focus on one deal-cycle stage or span multiple stages depending on the projectWork may include reviewing AI outputs, creating realistic sales scenarios, evaluating task quality, documenting expert judgment, or advising on domain-specific workflowsCompensation may be structured hourly, project-based, or as an ongoing retainer depending on the nature of the engagementExpert performance, collaboration quality, responsiveness, and activity may be tracked to support future project matching and ongoing opportunitiesHigh-performing experts may be invited into additional engagements across the expert networkCompensationCompensation is competitive and aligned with expertise, scope, specialization, and impact.Typical hourly range: $70 - $100 USDExceptional or highly specialized go-to-market expertise, as well as fractional sales leadership, may exceed this rangeOngoing collaborations may be structured as monthly retainers rather than hourly billingFinal compensation depends on subdomain, professional experience, geographic location, project complexity, and engagement structureSpecialized expertise in areas such as enterprise and complex deal strategy, multi-stakeholder deal orchestration, CPQ and non-standard pricing, high-stakes negotiation, or senior and enterprise AE work may command higher compensation depending on project needs