Full-time
Remote (NYC / SF / other tech hub preferred)
Summary
What a great candidate looks like
We're looking for someone who's hungry for a sizeable piece of the company they're working at, a seat at the table, and probably has a chip on their shoulder.
If that's you, you'll be responsible for as much of the GTM motion as you'd like: from lead-gen to closing. You'll be a thought partner to Hari (our CEO) every step of the way, and depending on our respective strengths we'll divvy up the responsibilities.
We're optimizing for someone who:
Has been around for a company <$1M in ARR
Is great at discovery-based sales
an empathetic listener who's great at identifying and excavating pain from a prospect's experience…
… who isn't afraid to disqualify bad fits so that we can focus
Has a deft hand with mid-market & enterprise sales
selling $25-250K contracts
multi-threading is second nature
can navigate long sales cycles, security reviews, etc.
Has the disciplined hustle required for a great customer-obsessed & GTM-obsessed culture
is persistent & determined without being crass
is detail-orientd
Is a systems thinker and understands the essentials of business tradeoffs (LTV / CAC, when to offer services, pros/cons of different pricing strategies). You don't have to be an expert at this, but a strong working intuition is key.
There isn't one profile; but examples of great candidates might be:
You've been a BDR for a few years + a rapidly rising AE
Have been founding AE / head of sales before and are looking for a bigger seat at the table
You've done 0-to-1 a few times, and want to restart the journey with a new company
Bonuses:
Has seen what "good looks like" — this doesn't mean you've worked at a "logo" but rather that you've worked and learned from other incredible people
Is clever and loves to think of creative ways to tackle the market (lead-gen magnets, content strategies, etc.)
Prior experience with HR & Finance software
Probably not a fit:
If you expect an existing funnel in place
If you only have experience at a larger company (>$10M in ARR)
If you're looking to build a team rather than do the selling yourself for at least 12 months
How we work
How we hire:
We strongly prefer work trials — 2 to 4 weeks — to make sure our styles are a good fit.
We want to hire fewer, better people. We want to keep the full-time team as small as possible for as long as possible. This means paying “market” for cash but “above market” for equity.
How we sell:
We're focused on making a few customers elated rather than a lot of customers kinda happy.
We're in an emergent category (headcount planning) but with an orthogonal approach. We're directionally in the right zone, but we need some iteration to find messaging-market fit.
We tend to design-sell-build. We usually
pick up on patterns of needs and asks from a small number of customers -> use that to define scope / mock up what a solution could look like
take it (possibly along with a prototype) to market to try to sign customers / design partners
as we get early validation within weeks, build out the product (possibly iterating the product real-time as we get additional feedback)
^ This may change based on the DNA from new hires, but this sort of works for us now.
Our desired moats are our deep expertise (often expressed in our data model) and our speed of iteration — so we will always keep investing in these two things.
We want every person to dive into the subject matter with relish. You should really care about the nuances and nitty gritty of how the problem space operates. A "working knowledge" of our problem and product is probably not enough.
How we make decisions:
We're highly feedback-oriented. This doesn't mean being rude, but it does mean being direct. We're thoughtful of feelings, but don't prioritize feelings over better outcomes and better answers.
We choose a low ego approach to decisions even if that results in more chaos and thrash, and more rapid turns.
Speed is more important than velocity. We try to move fast even if it means we sometimes build the wrong things — the goal is to just learn by doing and be a “heat-seeking missile.”
“If you're pre product market fit, the best advice that I have from that period is, action produces information. So just, just, like, keep doing stuff, you know?”
— Brian Armstrong
We try to make high context decisions, which means that we try to overshare and overcommunicate (without process around it... just means that when in doubt, share more).
We love people who have a founder / founding team mindset and want to be fucking unleashed.
We swear a bit.
