Founding Sales Rep (Full-Cycle)

ShapeScale; United States; Remote; USD 80,000 - 200,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

Unlimited PTO

Fully remote

Equity 0.25%–0.5%

Job summary

ShapeScale is hiring its first full-time Founding Sales Rep (Full-Cycle). This is a 100% remote, individual-contributor role aimed at building the outbound engine from scratch in a small startup.

You will own the full sales cycle for SMB clients, targeting clinic owners and med-spa operators with average deals of $3K–$10K and a cycle under 3 months. Expect a highly autonomous, quota-driven environment with founders collaborating on strategy.

Qualifications

• 3–5+ years in B2B sales sourcing own pipeline
• Experience selling to SMBs with deal sizes $3K–$20K and cycles under 3 months
• Quantitative pipeline ownership: revenue target to weekly activity plan
• Multi-channel sourcing incl. cold calling, emails, social channels
• CRM discipline with clean pipeline and forecast accuracy
• Experience closing deals end-to-end, not just qualifying or setting meetings
• Startup or small-team experience without a marketing team or SDR pool

Responsibilities

• Build target account lists from scratch
• Design and run multi-channel outbound campaigns
• Own weekly targets for outreach volume, demo rate, and close rate
• Maintain Attio CRM cadence and forecast accuracy
• Conduct demos and close $3K–$10K deals
• Document ICPs, scripts, cadences, objections for repeatability
• Partner with founders on sales strategy and messaging
• Attend 2–3 trade shows per quarter

Skills

Outbound sales

CRM discipline

Pipeline ownership

Multi-channel outreach

Demoing deals

Startup experience

Tools

Attio CRM

ZoomInfo

LinkedIn Sales Navigator

Apollo.io

Clay

Job description

This is a fully remote position. This is a 100% remote job — you can work remotely from anywhere in the United States or Canada.

About the Role

ShapeScale is hiring our first full-time Founding Sales Rep (Full-Cycle). This is a founding sales role at a ~10-person startup doing $2M+ ARR.

There is no marketing team, no SDR, and no warm lead pool. Your job is to build pipeline from nothing using systematic outbound, then demo, close, and document the playbook so the next hire does not start from zero.

This is an individual-contributor seat. You will be our only rep for the foreseeable future, and we are hiring someone who wants to carry a number, not manage people who do. If we build a team later, we would want that person to have earned it by being our top producer first. That is not a promise, and it is not the job we are filling.

The sale is SMB, not enterprise. Average deal: $3K–$10K ACV. Cycle: under 3 months. You will talk to clinic owners and med-spa operators, not procurement committees. If you are used to six-month enterprise cycles with a legal team and a BANT checklist, this will feel fast and loose. If that excites you, keep reading.

What we need most is somebody who can answer: “If I need to generate $X in revenue in 90 days, how many accounts do I need to touch, how many demos do I need to run, and what is my weekly activity plan to get there?” Then actually do it, in a CRM, with real numbers, not back-of-napkin optimism.

About ShapeScale

ShapeScale builds advanced 3D body scanners for wellness and aesthetic businesses. We help clinics, med-spas, and medical weight-loss practices track body composition and deliver measurable results to their clients.

• Y Combinator and StartX backed

• Raised $15M+

• $2M+ annual recurring revenue

• ~10 employees

• Featured in TechCrunch, Forbes, Wired

What You Will Actually Do (first 90 days)

• Build target account lists from scratch using industry directories, competitor mapping, association memberships, and any creative channel that works. Many of our prospects are not on LinkedIn, so you will need to get resourceful.

• Design and run multi-channel outbound campaigns: cold calls (a huge plus in our industry), cold email, LinkedIn, Instagram DMs, SMS, direct mail, industry events, network and referral sourcing. Not just one channel.

• Own your numbers: set weekly targets for outreach volume, demo rate, and close rate; track them in CRM; adjust when reality disagrees with the plan.

• Run a disciplined CRM cadence (Attio) with stage definitions, activity history, and forecast accuracy. No dropped leads, no guesswork.

• Conduct demos and own full-cycle close on $3K–$10K deals.

• Document what works: ICP criteria, scripts, cadences, objection handlers — so this is repeatable.

• Partner directly with the founders on sales strategy, messaging, and market feedback.

• Attend 2–3 trade shows per quarter (domestic, possibly international travel).

What You Need to Have Done Before

• 3–5+ years in B2B sales where you personally sourced at least 50% of your own pipeline

• Experience selling to SMBs with deal sizes in the $3K–$20K range and cycles under 3 months

• Quantitative pipeline ownership: you can work backwards from a revenue target to a weekly activity plan and explain your conversion assumptions

• Multi-channel sourcing experience. Cold calling is a big plus. Instagram DMs, network/referrals, texting, events, partnership referrals, creative channels. If you only know email and LinkedIn InMails, we are not interested.

• CRM discipline: you maintain a clean pipeline with stage definitions, activity history, and forecast accuracy — and you can show it

• Comfort with sales automation and prospecting tools (Apollo.io, ZoomInfo, LinkedIn Sales Navigator, Clay, or equivalent)

• Experience closing deals end-to-end, not just qualifying or setting meetings

• Startup or small-team experience where you did not have a marketing team or SDR pool to feed you

Preferred

• Experience selling to small businesses in wellness, fitness, beauty, aesthetics, med-spa, or related consumer-facing services

• Existing network in aesthetics, med-spa, or clinic operations (bonus, not required)

• Experience with Attio, ActiveCampaign, or similar modern CRMs

• Comfortable with AI-powered sales tools: OpenClaw, Claude Cowork, Clay, Codex, or similar

This is NOT the role for you if

• Your last two jobs gave you a book of business or warm leads to work

• You prefer relationship selling and networking over systematic outbound

• You have never personally built a target list from scratch

• You rely on one channel and have not experimented with others

• You think “hustle” is a strategy instead of a process you can describe step by step

• You cannot walk us through your last 30-day outreach report with real numbers

• Your last two roles were managing reps rather than carrying your own quota

Compensation and Benefits

• Base salary: $80,000

• On-Target Earnings: $120,000–$140,000 at plan

• High performers: $200,000+

• Uncapped commission

• Commission is split by lead source: self-sourced deals pay double what company-inbound deals pay. We pay for hunting, not for working leads we already bought.

• Equity: 0.25%–0.5% (4-year vesting, 1-year cliff)

• Health, dental, and vision insurance

• Unlimited PTO

• Fully remote. We cannot sponsor or transfer US work visas. If you are based in Canada and legally able to work there, that is fine — we can employ you through a Canadian employer-of-record. Tell us where you are based.

• Direct founder collaboration and real ownership over the first repeatable outbound sales motion

Comp context: In medical aesthetic device sales, many roles are 1099 with no base. We offer W2 stability plus equity, which is rare in this industry.

Our Interview Process

1. Phone screen — fit and outbound experience

2. Skills interview — live role-play, pipeline math, and outbound system design

3. Demo interview — run a real ShapeScale demo

4. Founder debrief — reference checks and offer