Overview
You'll close deals with mid-market companies (200-2,000 employees) at a Series B startup that's scaled to $10M+ in ARR. The fact that no reps missed quota last year and average attainment was 200%+ suggests strong inbound demand, realistic quota setting, or both. You'll report to a Director of Sales as part of a growing team.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Full-cycle AE (likely discovery through close) |
| Sales Motion | Likely Inbound-heavy (based on performance metrics) |
| Deal Complexity | Consultative |
| Sales Cycle | 2-4 months (MM typical) |
| Deal Size | $30-80K ACV (estimated based on ARR/stage) |
| Quota (est.) | $400-600K/year ($100-150K/quarter) |
Company Context
Stage: Series B ($75M total funding, $10M+ ARR)
Size: Unknown, but likely 50-150 employees at this stage
Growth: Hiring 4 AEs (2 MM, 2 ENT) simultaneously signals aggressive expansion
Market Position: Strong product-market fit indicated by 200%+ attainment and zero reps missing quota
GTM Reality
Pipeline Sources:
- Likely 60-70% inbound given the quota attainment numbers - companies don't hit 200% average on pure outbound
- Some self-sourcing expected for MM motion
- Unclear if SDRs exist, but performance suggests strong lead flow
SDR/AE Structure: Unknown - DM for details on whether you have dedicated SDR support or self-source
SE Support: Unknown - Series B companies sometimes have 1-2 SEs shared across team
Competitive Landscape
Main Competitors: Unknown without knowing the product category
How They Differentiate: Performance metrics suggest they have a clear value prop that resonates
Common Objections: Unknown
Win Themes: Whatever they're doing, it's working - 200% attainment means prospects are buying
What You'll Actually Do
Time Breakdown
Active Deals (50%) | Discovery/Demos (30%) | Prospecting/Internal (20%)
Key Activities
- Discovery Calls: You'll run 4-6 discovery calls per week with mid-market prospects, qualifying budget, authority, need, and timeline. These are typically 30-45 minute calls with a director or VP.
- Product Demos: You'll demo the product 3-5 times per week. In MM, you're often presenting to 2-4 stakeholders at once. Expect to customize the demo based on their use case.
- Deal Progression: You'll spend significant time following up with prospects who've gone dark, coordinating internal stakeholders on the buyer side, and navigating procurement processes at companies with 500-2,000 employees.
- Pipeline Building: Even with strong inbound, you'll need to do some outbound - LinkedIn outreach, warm introductions through existing customers, or working partner channels.
The Honest Reality
What's Hard
- Competition for inbound leads: If pipeline is strong, you'll be competing with other AEs for the best opportunities
- Mid-market complexity: You're dealing with multiple stakeholders but without enterprise budgets. Legal and procurement reviews slow things down but deals aren't big enough to get executive urgency.
- Uncertain role definition: The post is light on details - you'll need to clarify in interviews: Do you have SDR support? What's the split between inbound and outbound? What does 200% attainment actually mean in practice?
What Success Looks Like
- Closing $400-600K in new ARR annually
- Maintaining a 3-4x pipeline-to-quota ratio
- Converting 25-30% of qualified opportunities to closed-won
Who You're Selling To
Primary Buyers:
- Directors/VPs at companies with 200-2,000 employees
- Likely in operations, revenue, IT, or product depending on what they sell
What They Care About:
- ROI and business case (MM buyers need to justify spend more than enterprise)
- Implementation timeline and resource requirements
- Whether it integrates with their existing stack
Requirements
- 2-4 years of closing experience, ideally in B2B SaaS
- Proven track record of hitting/exceeding quota
- Experience selling to mid-market (200-2,000 employee companies)
- Must be willing to work in SF or NY office (no remote mentioned)
- Ability to run full sales cycle from discovery to close