Note: The job is a remote job and is open to candidates in USA. Agave is a profitable, cash-flow-positive SaaS company seeking a Sales Leader/Manager to build and lead its direct sales team. The role initially carries a personal quota while learning the existing sales motion, then focuses on recruiting, coaching, forecasting, pipeline management, playbook development, and go-to-market strategy in partnership with the founders.
Responsibilities
- Carry a personal quota. You'll join our AE rotation and run your own discovery calls, demos (with our Solutions Engineers), proposals, and negotiations. You’ll learn to repeat our current system well before doing anything else
- Audit everything. You'll sit in on rep calls, review and improve our CRM, talk to tons of customers and partners, and come back with a written view of what's working, what's broken, and what you'd change and why
- Recruit and ramp. The highest-leverage thing you'll do. Source, interview, hire, and onboard our next AEs and other GTM roles. Own the ramp plan and the ramp timeline
- Coach and develop. 1:1s, call reviews, and deal coaching that make each rep measurably better. Diagnose where deals stall and unblock them. Manage underperformance directly and early
- Own the team’s output. You'll carry the team's aggregate quota and be accountable for every rep hitting their individual one. Own pipeline health, forecast accuracy, and CRM hygiene. Know exactly where the number is coming from, and where it’s headed and why
- Turn what works into a playbook. Call scripts, templates, CRM workflows, dashboards, enablement, territory and quota design proposals. Run a weekly Sales Review with the whole company
- Partner with the founders. ICP definition and GTM strategy for each product launch, pricing and packaging structure for existing and new products, and the GTM hiring plan. You'll work with Account Management, Partnerships, Delivery, Product, and Engineering on anything that touches our customers
Skills
- 4+ years closing. You've carried a quota at a B2B SaaS company and consistently exceeded it. You know what it takes to run a competitive deal and win it
- 2+ years managing AEs. You've directly managed quota-carrying reps and hit a •team• number, not just your own. You've hired, ramped, coached, and let people go, and you can walk us through a specific example of each
- Startup stage fit. You've done this role (or similar) at a company at or near our size and grown it from there. Someone whose experience is running a team inside a large, established sales org may struggle here, because most of the job is building things that don't exist yet without the abundant resources of a larger company
- Motion fit. You've sold five-figure deals with fast sales cycles and inbound-skewed lead flow. Our motion is high-throughput, not six-month enterprise cycles
- Proactive builder. Self-directed, fills gaps without being asked. We can trust you to disqualify a poor-fit customer instead of signing them, and to hold your team to the same bar
- Coaching ability. You can watch a call, name the one change that would have moved the deal, and teach it in a way that sticks with motivated reps
- Clear, persuasive communication. You write crisp emails and document, and can generate sharp counterpoints to customer hesitations on the fly. You raise your team's communication abilities
- Reads people well. You know when to listen and when to push, and when a rep needs pressure versus backing
- Product curiosity. You want to understand how the product actually works, in more detail than is typical for a salesperson
- We'll consider exceptional remote candidates in the US
- Construction experience is a plus, not a requirement
- In-person in SF strongly preferred
- Selling software into construction, or another blue-collar or trades-heavy buyer base
- Familiarity with accounting or ERP concepts
- You bring 1-2 strong reps with you (sign of the best candidates)
Company Overview