Domain Expert - Sales

We are especially interested in experts with hands-on CRM experience across one or more of these subdomains:

Prospecting & Account Research

• Building and enriching pipeline: importing, deduplicating, and enriching leads and contacts, with the CRM as the system of record for who is in play

• Account and territory research, ICP-fit assessment, and trigger-event identification

• Buying-committee mapping across economic buyer, champion, technical evaluator, and blocker, plus org-chart navigation

• Multi-touch outreach sequencing across email, call, and social, with personalization at scale

• Pre-call prep and account briefs grounded in prior activity, CRM history, and external signals

Lead / Opportunity Qualification

• Applying MEDDIC, MEDDPICC, or BANT to score fit and conversion likelihood

• Discovery that uncovers and quantifies pain, decision criteria, decision process, and timeline

• Distinguishing genuine pipeline from happy-ears and disqualifying early, the gate that keeps the pipeline real

• Lead scoring, routing, and SQL / opportunity acceptance against agreed criteria

• Qualification notes and meeting briefs that hold up to AE and manager review

Pipeline & Deal Management

• Opportunity hygiene: keeping fields, amounts, close dates, contacts, and next steps accurate and current

• Stage progression against exit criteria, plus aging and stalled-deal management

• Forecasting roll-ups (commit, best-case, pipeline) with stage-progression reasoning

• Pipeline reviews, deal inspection, and slippage and risk identification

• The core day-to-day "live in the CRM" maintenance and data-entry workflow

Deal Orchestration

• Logging and coordinating cross-functional stakeholders: legal, security, finance, procurement, and deal desk

• Tracking handoffs, approvals, and dependencies against the opportunity record

• Managing security reviews, MSA and redline routing, and procurement workflows

• Mutual action plans and close plans spanning internal and customer stakeholders

• Keeping the opportunity record the single source of truth for deal status

Closing & Negotiation

• Pricing, quoting, and CPQ configuration, including discounts and non-standard terms

• Negotiation, concession trading, and value defense

• Redlines, contract terms, and order-form execution

• Driving stage to closed-won and handoff to onboarding or customer success

• Win/loss capture and CRM closeout

These sub-verticals reflect the day-to-day workflow of an account executive living in the CRM, from prospecting and qualification through pipeline and deal management, deal orchestration, and close.

An account executive runs the whole deal inside one recurring stack, and experts should be fluent across it: the CRM (system of record), sequencing, dialer, and prospecting data, conversation capture, CPQ and quoting, forecasting and pipeline inspection, contracting, a productivity suite (mail, calendar, docs, sheets, decks), and team chat. The artifacts that move through it, such as call transcripts, discovery notes, email threads, sequences, account and buying-committee maps, mutual action plans, proposals, quotes and order forms, forecast workbooks, redlines and contracts, and the CRM opportunity record, are what experts review, create, and grade.

These systems describe the same deal from different angles, and the CRM opportunity, the email thread, the calendar, the chat approvals, and the shared docs should all agree. A core part of the AE's job, and a rich source of agent error, is reconciling them: catching a stage the email contradicts, an approval claimed in chat but missing from the record, or a next step no meeting supports.

A key part of the role is helping define what "good sales judgment" looks like in practice: how to tell a genuinely qualified deal from happy-ears, how to read a buying committee and decide who to multi-thread, how to keep an opportunity record honest, when a discount is justified and what to escalate, how to weight a forecast call against the signal trail, and how to explain the why behind a deal strategy rather than just the next step.