Sales Executive, Granum

• 2–5+ years of quota-carrying SaaS experience (SMB/mid-market) with a documented track record of new-logo wins, including meaningful self-sourced pipeline
• A hunter's mindset and competitive edge: you get energy from the chase, not just from managing an existing book of business
• Discovery chops, storytelling flair, and sharp negotiation; executive presence with owners and operators, including tough conversations on pricing and change management
• A builder's mentality: comfortable operating with less structure, giving feedback on what's missing, and helping shape the playbook as we grow
• Process discipline and CRM proficiency (Salesforce) with a modern sales toolset; you plan your week using data, not vibes
• Hands-on experience using AI in your workflow, for writing, research, call prep, or analysis, and hunger to do more
• Self-starting, coachable, and curious: you seek out feedback, act on it quickly, and go looking for the next experiment without being asked
• Genuine curiosity about green-industry operations and the appetite to learn domain-specific workflows quickly

Desirable

• You're a hunter-first, full-cycle closer who loves the chase, the story, and the win, and who wants more than a territory. You want a hand in shaping how Granum goes to market. Instead of waiting on inbound, you engineer your own demand: you map your patch, set the attack plan, pressure-test outbound plays, and refine them as you go
• You'll prospect owners and ops leaders across the green industry, run smart discovery, deliver crisp demos tied to outcomes and ROI, build real relationships, and close, partnering along the way with world-class SDRs, Sales Engineers, Marketing, and Onboarding to create a consistent, "wow" buyer experience
• You operate like an entrepreneur inside Granum: you see whitespace, go after it, and pull in resources when it helps you win. This is an environment for hunters, experimenters, and owners, not caretakers
• Own the full cycle end-to-end: prospecting, discovery, demo, solution design, proposal, negotiation, and close. No handoffs once the opportunity lands
• Design and run your outbound engine: build targeted account lists, craft sequences, and run focused call blocks across outbound, inbound, events, and referrals, then keep 3–4x coverage against quota
• Run consultative discovery tailored to the account's pains: estimating, scheduling/dispatch, routing, job costing, payroll, invoicing, crew training, or safety and retention, and translate them into outcomes and ROI
• Deliver value-led, outcome-focused demos that feel like a consultative working session, not a feature walkthrough, connecting the right platform(s) to time savings, revenue lift, and better customer experiences
• Build and execute a territory plan; prioritize ICP accounts and multi-thread with owners, operators, and ops leaders
• Pilot and iterate outbound plays: test new messaging, channels, and patterns, and share what's working so we can codify and scale it
• Leverage AI to multiply your output: research, call prep, objection handling, follow-up writing, and post-call summaries, and help refine best practices
• Forecast with discipline, keep a clean house in Salesforce, and maintain impeccable pipeline hygiene
• Partner cross-functionally with Marketing, Product, and Sales Leadership on campaigns, field feedback, and new channels, and coordinate with Onboarding for smooth, on-time handoffs
• Represent Granum's partner-first approach and brand values in every interaction, and show up as the owner of your business
• How We’ll Measure Success:
• New ARR and logo attainment vs. quota, with a meaningful portion sourced from your own outbound efforts
• Pipeline creation and coverage: self-sourced and total
• Stage conversion rates, sales velocity/cycle time, and forecast accuracy
• Demo quality and multi-threading depth in ICP accounts
• Clean CRM hygiene and on-time, high-quality handoffs to Onboarding