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