Primary Responsibilities
Own your revenue number
- Own leading and lagging indicators tied to pipeline generation, deal progression, and closed revenue
- Build and maintain a healthy pipeline through a mix of outbound, partner-sourced, and event-driven opportunities
- Run a tight sales process from first touch through close, with crisp forecasting and CRM hygiene
- Manage deal cycles of 60–120 days across multiple stakeholders, buying committees, and compliance/legal reviews
- Expand revenue via multi-threading, influencing executives, and reframing customer business cases
Drive pipeline through outbound, events, and partnerships
- Generate pipeline through high-quality outbound working alongside your SDR: sequences, social selling, signal-based outreach, and personalization
- Attend industry events, roundtables, and conferences, and turn those rooms into real opportunities
- Build strong relationships with digital agencies, who influence key buying decisions
- Develop partner go-to-market plays that help accelerate pipeline creation and deal momentum
- Build repeatable outbound motions that other AEs and SDRs can learn from
Run an elite enterprise sales process
- Lead deep, consultative discovery that uncovers business problems, required capabilities, and success metrics
- Build account plans with whitespace mapping, multi-threading paths, and clear executive alignment strategies
- Drive deals forward with crisp next steps, mutual action plans, and alignment on decision criteria
- Work cross-functionally with Product, Sales Engineering, Marketing, and Partnerships to win complex deals
- Master competitive differentiation and objection handling across privacy, compliance, data, and activation
Become an expert in data, compliance, and the healthcare marketing landscape
- Develop a deep understanding of Freshpaint’s value, capabilities, and architecture
- Become knowledgeable about healthcare data privacy, HIPAA, tracking changes, and the broader MarTech ecosystem
- Educate prospects on the changing regulatory environment and why modern data infrastructure is required to stay compliant
- Clearly communicate technical concepts to diverse audiences (marketers, PMs, engineers, data teams, and executives)
- Understand common Freshpaint use cases and how customers activate data while staying compliant
Operate with excellence
- Maintain rigorous CRM accuracy (HubSpot) across pipeline, forecasting, and next steps
- Run detailed qualification using MEDDIC/Command of the Message or similar frameworks
- Communicate deal status and risk clearly to sales leadership
- Track personal performance metrics and continuously improve your conversion rates, outbound effectiveness, and sales velocity
- Contribute to repeatable playbooks, messaging, and GTM learnings for the broader team
Represent Freshpaint as a senior, trusted advisor
- Present to and influence CMOs, CPOs, General Counsels, VPs of Marketing, and VP-level executives
- Drive strong executive presence in meetings, events, and customer workshops
- Build long-term executive relationships that lead to both initial wins and future expansion
- Serve as a trusted advisor who deeply understands the customer's business, risks, and strategic priorities
Desired Skills & Experience
- 5+ years of closing experience in B2B SaaS, selling to enterprise & strategic level customers
- Strong outbound muscle: you consistently generate pipeline and teach others to do the same
- Experience running 60–90 day deal cycles with mid–six-figure ACVs (~$100k)
- Track record of meeting or exceeding quota (President’s Club, Rep of the Year, etc.)
- Excellent written and verbal communication skills, including the ability to present to executives
- Proven ability to run structured discovery, build compelling business cases, and influence buying committees
- Strong relationship-building skills with agency and consulting/SI partners
- Executive presence and comfort operating in high-stakes conversations
- Self-starter attitude with the ability to operate in a fast-paced, ever-changing startup environment
- Ability to travel up to 40% for events, customer meetings, and partner activities
Nice to Haves
- Experience selling into healthcare, regulated industries, or privacy/security personas
- Experience with Command of the Message
- Experience with MEDDIC or MEDDPICC
- Background in customer data, product analytics, MarTech, or data infrastructure
FreshpaintUnited States
