4-8 years closing complex B2B deals. Quota-carrying AE roles, with consistent attainment. ACV

background flexible, but you've sold something with real diagnostic conversation — not

transactional or self-serve.

• Demonstrable multi-thread closing motion. In an interview, you'll walk us through the longest

sales cycle you've closed: which stakeholders you mapped, how you sequenced them, where it

almost died, and what you did to get it across the line. We want specifics — names, roles, and the

actual moves you made.

• Comfort selling to operationally complex buyers. You've sold into mid-market or enterprise

companies where the buyer had to think about systems of record, approval flows, and

procurement — not just SMB single-decision-maker deals. Direct experience selling into

government contractors, defense, facilities management, professional services, or AEC is a strong

plus.

• Hunger and craft. You treat sales as a craft. You read about it, study sellers you admire, run your

pipeline like it's a P&L, and generate your own when you need to. You don't need SDRs to

manufacture urgency inside live deals, and you're energized — not threatened — by selling with

the founder in the room. You're not looking for a comfortable seat — you're looking for a place

where your output compounds.

• Founding-stage temperament. You're energized by early-stage environments where the process

exists but isn't fully scaled, the enablement isn't a machine yet, and the demo environment isn't

always polished. You're willing to wear multiple hats, sharpen the playbook through your own

reps, and help shape how the GTM motion grows from here.

• Comfort with a moving target. What we sell, and who we sell it to, will keep evolving. The

platform, the solutions, and the ICP we lean into hardest will continue to shift as we learn what's

working. You need to be the kind of seller who can hold a confident point of view in a discovery

call while the ground under the product is still moving, and who updates their pitch in real time as

the company sharpens. If you need a frozen product, a frozen ICP, and a frozen deck to sell well,

this seat will frustrate you.

• HubSpot fluency. We run our pipeline, sequences, and reporting in HubSpot. You're comfortable

working in it natively and have opinions about how to structure it well