Senior Sales Executive
About harpin AI:
Harpin AI is a start-up, backed and managed by a proven team, that is focused on revolutionizing
how enterprise customers manage and improve the integrity, quality, and authenticity of their
consumer identity data.
Imagine a world where business decisions are no longer based on guesswork, but on a solid
foundation of data. AI makes that world a reality; helping companies access more accurate,
actionable data that powers exceptional business outcomes across marketing, IT, business
operations and more. By powering quality data throughout the enterprise ecosystem, harpin AI
elevates the value of the entire data stack.
Our total addressable market is in the billions with companies across industries facing a
systemic challenge to make this data accurate, accessible, and actionable. We count fortune 500
companies to small ecommerce brands as our customers and our advanced AI and ML SaaS
tools are seamlessly integrated into an easy-to-deploy toolkit.
Position Overview
We are hiring a dedicated Senior Enterprise Sales Executive to join the Sales team at harpin AI.
You are an exceptional and persistent strategic thinker, relationship builder, and prospector.
Like us, you’re passionate about helping customers succeed with high-quality consumer identity data.
You will use your skills, experience, leadership, and passion to grow the business through the full-cycle
sales process, uncovering and closing new business deals in the $50K-$750K ARR range, as well
as add-on professional services opportunities in the $100K to $2.5M. If you are excited about
working in a fast-paced start-up environment, this is a great opportunity to scale the sales
efforts at harpin AI.
Location: Remote (anywhere in the U.S.)
Reports to: CEO
Travel Requirements: Up to 50%
Compensation: Highly competitive base and commission along with equity opportunity
Responsibilities
● Close new business SaaS deals with an average ARR of $50K-$750k to attain quarterly
and annual quotas; add-on professional services opportunities in the $100K to $2.5M
● Foster new relationships for harpin AI with outbound efforts and establish lasting
relationships with senior executives and decision-makers.
● Become a trusted advisor to prospects on the ever-evolving trends in consumer identity
data.
● Aggressively develop top-of-funnel to secure sales meetings with qualified prospects
● Partner with the marketing team to deploy winning sales strategies to generate
momentum and interest.
● Own the full sales life cycle from demo to close.
● Embrace the enterprise software sales motion and own the process of discovery,
solutioning and coordinating with internal teams to move deals through the sales cycle
(product management, engineering, CEO, services, partners etc.)
● Create sales materials including proposals, custom business cases, financial models,
memos, and implementation plans.
● Conduct product demonstrations to highlight the practical applications of our AI and ML
tools in improving data integrity.
● Manage contract negotiations and legal review with the support of the executive team.
● Manage your individual pipeline and keep all opportunities up to date while accurately
forecasting pipeline for leadership.
● Maintain accurate and detailed accounts, contacts, opportunities, and sales activities in
our CRM and sales engagement platform.
● Attend conferences and prospective customer meetings (virtual & in-person).
● Collaborate with support teams to ensure a smooth onboarding process for clients.
● Provide ongoing support and communication to address any post-sales challenges and
maintain customer satisfaction.
Qualifications
● Minimum of 7 years of experience selling enterprise software with proven track record
of quota attainment is required.
● Experience working within a software as a service (SaaS) company required.
● Experience with navigating complex sales cycles (enterprise through mid-market) and a
consistent track record of quota achievement is required.
● Experience managing a pipeline and closing large contracts is required.
● Experience presenting to senior managers and the C-suite is required.
● Experience working with Salesforce CRM and sales engagement technologies preferred.
● Experience working within a start-up and/or ambiguous environment, with proven
experience to be adaptable preferred.
Core Competencies
● Mission and Values Driven: Possess a strong understanding and confidence in the goals
of the company; display a passion for the company’s mission and values; possess high
morals and ethics.
● Self-starter: You anticipate what is needed, take initiative, and make things happen. If
friends or family plan a weekend together, you are invariably the key arranger. Takes
prompt action to accomplish objectives; takes action to achieve goals beyond what is
required; proactive; demonstrates high personal standards of performance;
demonstrates energy and enthusiasm for completing job tasks.
● Tolerance for Stress: Copes with stress or pressure in a transparent way to others; asks
for help when needed; uses a sense of humor when appropriate; remains calm and
keeps others calm; stays focused on a chaotic environment.
● Communication/Interpersonal Skills: Clearly and candidly expresses self; actively listens
and seeks input to ensure understanding; adapts communication to be appropriate to
other’s level of understanding; objectively considers other’s ideas, even when they
conflict with own ideas; ensures smooth transition of important information from one
person or department to another; ability to communicate logical solutions and guidance
to others.
● Customer-Oriented Sales Mentality Driven by a Consultative Sales Approach:
Preferred sales training and methodologies: The Challenger Sale, Sandler Sales Training and/or MEDDIC.
● Systematic: You prioritize. You put first things first and are methodical in executing an ever-changing to-do list.
Ability to manage multiple opportunities simultaneously at various stages.