Sales Expertise We Are Looking For
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.
Tools & Context
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.
What You'll Do
Review sales work and AI outputs for accuracy, completeness, and sound judgment
Create or evaluate realistic sales tasks, accounts, personas, call transcripts, and CRM and CPQ scenarios
Identify errors in outreach, discovery, qualification, opportunity hygiene, quotes, forecasts, or deal strategy
Explain sales decisions, tradeoffs, assumptions, and risks in clear language
Help define high-quality outputs for sales-specific AI agents
Contribute examples of real-world deal-cycle workflows, edge cases, and professional judgment calls
Collaborate with technical and domain teams to improve AI performance in go-to-market contexts
You May Be a Good Fit If You
Have 3–8+ years carrying or directly supporting a quota, with hands-on CRM ownership of the deal cycle (or deep ownership of at least one stage above), typically as an SDR/BDR, Account Executive (SMB through Enterprise or Strategic), Senior or Enterprise AE, Account Manager, or sales manager; deal-desk, sales-engineering, or RevOps backgrounds are welcome for the quoting and orchestration stages
Come from B2B SaaS or software (SMB to enterprise) or a tech-adjacent vertical such as fintech, healthtech, martech, cybersecurity, or devtools, or another complex, multi-stakeholder B2B sales environment with real CRM discipline
Can point to the metrics that matter: consistent quota attainment, President's Club, and the deal sizes, sales-cycle lengths, and multi-threaded committee deals you have run
Can reason through complex deals, qualification calls, pricing exceptions, and forecast calls, and explain not just the right move but why it is right, distinguishing playbook theory from real-world execution
Enjoy flexible, contract-based work, and are motivated by rigor, judgment, and building useful AI systems for professional workflows
Nice to Haves
The following certifications and memberships are useful proxies, preferred but not required:
Methodology certifications such as MEDDIC / MEDDPICC, Challenger, Sandler, Winning by Design, Command of the Message, SPIN, or Miller Heiman
Platform certifications such as CRM administrator or CPQ-specialist credentials, or sales-engagement and conversation-intelligence platform badges
General sales credentials such as CPSP (NASP) or AA-ISP / Emblaze
Membership in professional communities such as Bravado, Pavilion, RevGenius, or Sales Hacker
How Engagements Work
This is a flexible contract opportunity. Projects may vary by deal-cycle stage, complexity, time commitment, and required expertise. We are especially interested in building a bench of specialists across the account-executive deal cycle: prospecting and account research, lead and opportunity qualification, pipeline and deal management, deal orchestration, and closing and negotiation.
Fully remote, contract-based work
Projects vary in scope, duration, complexity, and time commitment
Engagements may focus on one deal-cycle stage or span multiple stages depending on the project
Work may include reviewing AI outputs, creating realistic sales scenarios, evaluating task quality, documenting expert judgment, or advising on domain-specific workflows
Compensation may be structured hourly, project-based, or as an ongoing retainer depending on the nature of the engagement
Expert performance, collaboration quality, responsiveness, and activity may be tracked to support future project matching and ongoing opportunities
High-performing experts may be invited into additional engagements across the expert network
Compensation
Compensation is competitive and aligned with expertise, scope, specialization, and impact.
Typical hourly range: $70 - $100 USD
Exceptional or highly specialized go-to-market expertise, as well as fractional sales leadership, may exceed this range
Ongoing collaborations may be structured as monthly retainers rather than hourly billing
Final compensation depends on subdomain, professional experience, geographic location, project complexity, and engagement structure
Specialized expertise in areas such as enterprise and complex deal strategy, multi-stakeholder deal orchestration, CPQ and non-standard pricing, high-stakes negotiation, or senior and enterprise AE work may command higher compensation depending on project needs