Gruntwork · Nov 6th 2020
What's the opportunity?
We're making for our first dedicated sales hire at Gruntwork. We've grown to millions of dollars in annual revenue with zero outside investment/debt, near-zero marketing budget, and a small number of cloud engineers who handle all sales calls in addition to their core work. Now we're ready to take our sales to the next level!
As the first sales hire, you'll report directly to the founders and have considerable impact on the overall growth of the company. In this role, it's critical that you do actual sales effectively (versus only managing others), while at the same time helping us lay the groundwork for a future sales team, whether as a star individual contributor or future sales manager (at Gruntwork, we value them equally).
Because our product is technical in nature, we're exploring two possible directions for our first sales hire:
Sales professionals with technical experience (Account Executive/Director of Sales)
Technical professionals with sales experience (Senior Sales Engineer)
We'd love to hear your vision for taking Grunwork sales to the next level!
What You'll Work On
Manage deals. Engage with some of the largest enterprise companies in the world as well as cutting-edge new startups. Own the deal from initial inquiry through contract signature.
Drive sales strategy at Gruntwork. Help us tailor our approach to different market segments, identify new strategic opportunities, build out a new partner program to drive more sales, and generally fill in the details of our sales strategy.
Improve the sales pitch. Work with us to transition from an engineering-centric sales discussion to a sales-focused pitch that still resonates with our technical customers.
Streamline our sales workflow. Help us strike the right balance between capturing key data in our CRM (currently Salesforce) and maintaining personal productivity and efficiency.
Light marketing. Drive a limited set of low-hanging fruit opportunities to bring in more leads, backed by additional budget if needed.
Lay the groundwork for a sales team. Help us build the foundation for a future multi-person sales team
Above-Market Salary. To reduce bias and increase transparency, we compute all salaries using formulas. The formula factors in your title and location and uses a multiplier to produce a result that's above market for that title and location.
Profit-Sharing Bonus. We set aside a pot of money at the end of each year based on profits and distribute bonuses according to a formula that uses as inputs your level within the company and the length of your tenure at the company.
Performance Bonus. We give performance-based bonuses as often as once a quarter, depending on your performance. NOTE: We have not yet decided on a commission structure, if any.
Progressive Equity. We grant progressive equity to all new Grunts. This means that, in the case of a large exit (e.g., acquisition), the financial benefits get distributed more evenly across the whole team rather than solely going to the founders.
Medical/Dental/Vision Insurance. We offer a range of high-quality plans with a large portion paid by the company.
FSA and HSAs. We don't contribute to these accounts, but we do offer them as an option.
401(k). We contribute a portion of your salary to your pension or 401(k).
Disability insurance. If you get disabled, we have a policy that will pay out a portion of your salary.
Hardware budget. We'll buy you a brand new benchmark Apple laptop upon joining. It will be owned by you, not the company.
Personal Budget. We'll give you a personal budget of one thousand dollars per month to spend on your workspace (e.g., a co-working space), health (e.g., gym, yoga), time (e.g., babysitter), and/or learning (e.g., books, courses).
Minimum Vacation. We require that you take at least 4 weeks of vacation per year. And we'll track it to make sure you do!
Life First, Then Work
We believe in planning our work around our lives, not the other way around. To help achieve that we offer:
Remote work that lets you control your hours and physical location.
Normal working hours that usually amount to not more than ~40h per week, and no working on weekends or holidays.
Deliberate project planning that takes into account the time zone of all team members.
A minimum vacation policy where you must take at least 4 weeks per year away from work.
No one carrying a pager and no on-call rotation. We enable this by only offering support contracts with SLAs of responses on business days / hours only.
What time zones do we work in?
While Gruntwork generally hires anywhere between San Francisco and Berlin, candidates for this role must be within the GMT-7 to GMT-3 time zones, with a preference for being located in the USA or Canada. We expect you'll work primarily with customers and fellow Grunts in those time zones, with limited engagement with customers worldwide and Grunts in Europe. Working during reasonable hours is a priority for us.
Skills & Requirements
Ability to sell. You've had success selling technical products from initial inquiry to signed contract with both small startups and large enterprises.
Passionate about the art of sales. You have studied sales metholodologies and approaches, and can save us time by pattern-matching them to Gruntwork.
Technical understanding. You expect to ramp up in our domain so that you have a core set of genuinely valuable technical information to offer customers, and clarity on when to defer to the engineers.
Moral grounding. You feel comfortable saying no when necessary so that we can all sleep better at night. In general, you do the right thing, for yourself, for Gruntwork, and for customers.
Bonus: Technical skill. You can write code and build tools. You hate manual data entry so you write your own CLI tool to streamline it. You hate manually generating quotes, so you automate the CRM to do it. When customers point out gaps in the docs or product, you fill those gaps to help close the deal.