What You’ll Be Doing:

• First, you’ll dive deeply into our business to understand how our industry works and the value our technology provides for our customers. You’ll become sales and demo certified, pitch customers, and develop a deep understanding of our business model, market, segmentation, customers, and operations. You’ll seek out and stack rank opportunities for improvement.
• You’ll be hands-on in identifying and solving problems with our sales process, devising and executing solutions. You won’t wait for things to happen: you’ll make things happen. You are a player-coach in problem-solving – rolling up your sleeves, making materials, working cross-functionally, and championing a solution to resolve.
• You’ll establish a high standard of execution in leading by example, motivating others with your own self-directed urgency, fearless zero-to-one problem-solving, and energy. You’ll improve our goal-setting, forecasting, and reporting process. You are someone who seeks out data and understands how to use it to prioritize and level up. You’ll hold a high bar for the team.
• Leading and coaching a distributed team. You’ll set, drive, and hit core sales team goals while developing systems, metrics, and people as you go. You’ll know when it’s best to cheer from the sidelines and it’s time to get in the meeting with the AE to make forward progress or ensure a strong close. You’ll hold a high bar for the team’s performance and you will recruit and onboard new members.

We’re Looking for Someone Who:

• Is a builder and is actively seeking the messy building stage of startups: rolling up their sleeves, rolling with the punches, and rolling out improvements – all with startup urgency. (Am I selling it yet?) You have seen what we’re building towards in a larger organization, have a win under your belt, and are excited to be part of laying the bricks in the foundation for Instrumental. That includes hands-on experience solving real frictions in prior roles and excitement to do that at Instrumental.
• 3+ years of people management experience, including prior experience hiring and leading salespeople who hit quota at one or more high-growth B2B companies, with a demonstrated specialization in startups.
• Has demonstrated personal success as a quota carrier owning the hunt into multi-national companies in deals with multiple stakeholders, 6-9 month sales cycles, and 6-7 figure contract sizes.
• Has a passion for gadgets, building physical things, or eliminating inefficiencies. Must have experience selling software to a technical buyer, ideally in the big data, analytics, or AI space – with a bonus for direct experience with manufacturing.