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Head of Commercial

Common Room

Common Room

Operations
United States · Remote
Posted on Wednesday, June 5, 2024

About us

Common Room is the customer intelligence platform that captures every buying signal, giving companies superpowers with AI enrichment and automation to reach the right person with the right context at the right time.

Despite an explosion of buyer signals, companies are left struggling with siloed point solution vendors, bloated tech stacks, and unactionable "intent" data. Common Room brings together all the buying signals you care about in one place so you can track the entire customer journey, match signals to real people and accounts, take action and automate.

We’ve raised over $50 million from top-tier investors including Greylock, Index, and Madrona to build the world's first customer intelligence platform for modern B2B companies. And we’re backed by 25+ operators from the fastest-growing companies in the world such as Figma, Stripe, Airtable, Slack, Notion, Loom, and more.

You + Common Room? You’d be joining a team that revels in asking hard questions, collaborating gladly, and making decisions quickly—a team that values simplicity, passion, trust, each other, and our customers above all.

So hello! Please, knock on our door. We'd love to meet you.

Why we need you:

We’re looking for a sales leader who excels as both player and coach, working with AEs to drive conversion and efficiency by diving into deals, reviewing calls, and identifying best practices. You have a constant pulse on your team’s metrics and can keep up with a high operating tempo while taking a step back to build documentation and sales process. You have a perspective on GTM tools and a history of connecting with our ICPs in relevant social channels such as LinkedIn.

You’re maniacally customer-focused and have the know-how to navigate technical discussions and decisions, teaching your reps to do the same. You’re ready to step up as part of the company’s leadership team, closing the feedback loop between customers and Product and Engineering. You’ve hired and onboarded AEs and have the scars to show for it, iterating on your interview process over time. The way you structure your week reflects your strength at organization and the best practices you’ve learned in your experience as both a rep and a leader.

How you’ll contribute:

  • Copilot deals to increase win rates, train reps in the field, and stay abreast of common objections, competitors, and use cases for Common Room.
  • Review metrics and calls to identify development areas for each of your reps, build tailored coaching plans, and drive tangible improvement with practice and roleplay.
  • Own pipeline generation, pipeline management, and forecasting for your team.
  • Identify and document best practices to continuously uplevel our sales process to increase win rates, velocity, and deal size across the team.
  • Translate learnings from customer conversations to internal product marketing and product teams to turbo-charge our creation of the category and increase the value of Common Room.

You will enjoy being a member of our team if you have:

  • Experience as both player and coach in managing end-to-end SaaS sales cycles for complex products, with bonus points for familiarity with PLG or PLS motions.
  • A track record of success in driving consistent activity, pipeline development, and quota achievement, resulting in recurring promotion.
  • Previous experience at growth-stage companies with a preference for developer tools, data analytics, or value-based selling to sales and marketing orgs.
  • Confidence in your funnel math and ability to walk backward from bookings to opportunities to activity and conversion.
  • A penchant for documentation and making rep enablement more effective and scalable.
  • A strong desire and willingness to learn and build as our product and processes evolve.

In your first week, expect to:

  • Join your first customer calls alongside reps to “see the action from the front”
  • Dive deep into core personas and use cases for Common Room
  • Understand how Common Room differentiates from other GTM tools
  • Meet your team as well as cross-functional partners and company leadership

In your first month, expect to:

  • Become proficient at leading discovery, demos, POCs, and deal closing / negotiation
  • Know the Common Room script backward and forward and put your own spin on it
  • Have enough information to stack rank your team and start working on development areas with individual reps
  • Wrap your arms around your team’s existing book of business (e.g., use cases, buyer maps, etc.)

In your first three months, expect to:

  • Hit monthly bookings and pipeline generation targets in the Commercial segment
  • Identify ways to increase win rates and shorten sales cycles (e.g., better pre-call prep)
  • Have made contributions to our best practice library and sales process documentation
  • Become an expert on GTM tools and achieve trusted advisor status with your customers
  • Hire your first AEs at Common Room and lay out their onboarding path

Our values:

  • Be Customer-centric - We work backwards from the needs of our customers. The crisp articulation of customer value guides our decisions.
  • Strive for Simplicity - We choose simplicity over complexity whenever possible. We seek to identify and understand the essential quality of what we are building.
  • Make it Happen - We are quick to take the first step, and prioritize decisiveness over fear of making a mistake. We don’t confuse motion for movement and we measure ourselves on impact over actions.
  • We’re In this Together - We measure personal success by the success of our customers and teammates. Relationships matter, and the strongest ones are built on the foundations of trust, enablement, and transparency.

Our benefits:

Our investment in caring for our employees and their families is a key part of our values and culture at Common Room:

  • Competitive base compensation with meaningful equity ownership
  • Health insurance including medical, dental, and vision, HSA and FSA
  • We pay 100% of your employee premium and 50% of your premium for any dependents
  • Unlimited Paid Time Off
  • Paid Company Holidays
  • Work from home policy including a laptop and support for your home office needs
  • Monthly Remote Stipend
  • 401(k) self contribution
  • Paid Family Leave
  • Opportunity to join a diverse, passionate, and fun team at a pivotal time in the company’s lifecycle

Common Room provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.