Full-Stack Sales

Please apply via Wellfound here.

Summary

• Timing — ASAP
• Location — Anywhere in the US
• Reporting — to the CEO

AbstractOps is a seed-stage company that’s on the cusp of PMF; we serve 100+ dynamic startups and SMBs to automate tedious processes in payroll tax and business compliance (so that founders / execs / finance teams / HR teams can focus on building their business).

We have ~5 years of runway and we expect to hit profitability in early 2024.

We're actively seeking an ambitious salesperson to spearhead GTM and growth for the next phase at AbstractOps.

Why the “full-stack” approach? This isn’t a place where someone will feed you leads, someone else does the nurturing, someone else gives you a playbook… leaving you to show up to calls and be an “order-taker.” This is a lean team of ~5, and we’re looking for people who love being given creative freedom and the opportunity to show ownership.

If you’ve been in the GTM function for a few years and want to cut your teeth at early stage sales — as a path to a) becoming ready to found a company, or b) grow into sales leadership — you’ll thrive here.

What success (and impact) in this role looks like

You’d help a category-leading product 10x ARR (2-3x revenue YoY).

You’ll have a seat at the table in setting our growth & GTM strategy.

You’d get meaningful equity and/or healthy commissions (depending on what motivates you).

You’d have a clear path to becoming head of sales as soon as it’s clear you’re ready (we love promoting from within).

Responsibilities

Primary responsibility: own the sales process end-to-end to grow revenue profitably

1. sourcing & top of funnel
2. qualifying leads
3. closing deals (you’ll have support at every step, but especially the closing step)
4. nurturing leads that aren’t ready to close yet

Secondary responsibility: set the foundation to grow the business long-term

Acting as the “voice of the customer” — providing insights and feedback to inform operational & product strategy.

Driving the partnership / channel sales efforts with major payroll providers and accounting firms… ranging from:

• identifying and ranking the best prospects
• rejiggering the partnership roadmap based on feedback, and
• working closely with the rest of the team to make sure that the conversations lead to conversions, activation, and realized revenue

Exploring + experimenting with alternative growth channels: e.g., content / SEO, or marketing into CFO networks.

Background & Experience

A strong candidate would..

• Have 3-5 years of proven success in B2B SaaS sales, consistently exceeding targets.
• Full-Cycle Sales Experience: A demonstrated history of complete sales process, including finding potential clients, running sales pitches and demos, and finalizing contracts (if needed).
• Demonstrate experience in selling complex software products (AbstractOps has a multi-faceted offering).
• Showcase hunger and ambition to take on a leadership role in a small but rapidly growing startup — playing a critical role in getting to profitability and rapid growth.
• Possess familiarity with automation tools and systems (Airtable, Calendly, Apollo, Zapier, etc.) to streamline sales processes.
• Exhibit cleverness and judgment — in making tradeoffs, prioritizing sales / partnership efforts by ROI, and setting up tools and systems to scale yourself and the team.

The ideal candidate would..

• Bring previous successful experience as an SDR/BDR
• Have sold into back-office functions (HR / finance / compliance)
• Have had some exposure to partnerships / business development conversations

Benefits

• Health insurance (medical / dental / vision — 100% covered for employee + 60% for dependents)
• Unlimited PTO
• WFH Stipend

Compensation

Depends on experience & location, but for illustrative purposes:

• A Sr. Account Executive (Several years of experience, managed enterprise accounts, etc.) would have an OTE $140-180K in SF / NY, $125-160K in LA / Boston, and $120-150K in the rest of the US
• A Jr. Account Executive (Has spent ~1 year as an AE; plus a few years as SDR/BDR) would have an OTE of $100-120K in SF / NY, $90-110K in LA / Boston, and $80-100K in the rest of the US