Market Launcher, Territory Sales Lead

Share Capital; Boston (MA); Sur place; USD 360 000 - 440 000; Plein temps

Avantages offerts par ce poste

Equity stake

Unlimited income potential

Résumé du poste

Share Capital in Boston, MA is seeking a field-ready revenue leader to own the market from zero. You will identify opportunities, build a self-sustaining pipeline, and close deals with enterprise buyers in FinTech, Health Tech, or Enterprise Tech contexts.

You’ll operate as your own revenue function, analyze markets, model pipeline and ROI, and communicate compelling business cases to senior decision-makers. If you enjoy ownership, experimentation, and robust growth, this role is for you.

Qualifications

• 3+ years of quota-carrying SaaS sales with a track record of hitting or exceeding targets (>$1M annual quota).
• Ability to lead executive conversations with senior decision-makers.
• Strong analytical skills to model pipeline, ROI, and market potential.

Responsabilités

• Build a market from zero and generate your own opportunities alongside marketing-generated leads.
• Own the revenue operations: pipeline, forecasting, and ROI modeling.
• Close business with enterprise customers and explain product value in terms of customer ROI.
• Measure and iterate on strategies to improve conversion and outcomes.

Connaissances

Quota-carrying SaaS sales

Executive presence

Data analysis

Prospecting & pipeline development

Market strategy & GTM

Description du poste

This is a restricted search for a portfolio company building AI into its core platform. We’re looking for someone who can enter a market, create demand, win customers, and build the operating discipline that makes growth repeatable.

The Opportunity

You will own building a market from the ground up. The company may have some name recognition, but the territory has not been cracked. You will figure out where the opportunity is, build your own pipeline alongside marketing-generated opportunities, get in front of decision-makers, and close business. You can make use of marketing support without depending on it to deliver your number.

You will be your own revenue operations function. You’ll run your own analysis, build pipeline and revenue models, and use the numbers to decide where to focus and what to change. If that does not excite you, this role is not for you.

You’ll also need to understand a product that is becoming more complex as AI becomes central to the platform. You must be able to explain how it works, why it matters, and what return a customer should expect. Executive presence gets you into the conversation. Preparation, analytical depth, and commercial judgment help you win it.

You are accountable for making the market work. When something is missing - a process, an insight, a relationship, a better way to reach buyers - you will take responsibility for getting it built. You’ll work with people across the company, but you cannot wait for someone else to create the conditions for your success.

This Could Be a Fit If

• You build from zero. You can find an opening, generate your own opportunities, and turn them into revenue. You know how to build a pipeline that combines your own prospecting with marketing support. You don’t need an established territory or a finished playbook. Building those things is part of the job.
• You have a track record of attainment. You bring at least 3 years of quota-carrying SaaS sales experience in FinTech, Health Tech, or Enterprise Tech, with demonstrated performance against annual quotas of $1 million or more. You can show the targets you carried, the results you delivered, and how you achieved them.
• You can hold the executive conversation. You arrive prepared, ask sharp questions, and earn credibility with senior decision-makers. You understand their business well enough to make a compelling case for change.
• You do the math yourself. You can analyze market potential, conversion rates, pipeline coverage, and customer ROI. You’re comfortable working directly with data and checking your own reasoning. When you need an answer, you can do the work to find it.
• You get to the root of the problem. When a deal stalls or an approach fails, you investigate why. You seek the truth, challenge your assumptions, and change course when the evidence calls for it.
• You take bets and own what happens. You’re willing to make decisions with incomplete information, from a small outreach experiment to a larger market bet. You learn from the outcome and make the next decision better.
• You use AI to improve how you work. You find ways to make research, prospecting, analysis, and internal processes faster and more effective. You test new tactics, measure their value, and take responsibility for the quality of your work.
• You understand what makes the customer tick. You uncover the problem worth solving, quantify the value of solving it, and connect the product to that value. As the product and market evolve, you keep learning.
• You believe the best idea wins. You speak up, disagree openly and constructively, and expect others to challenge you. Titles don’t decide whose reasoning is strongest. You surface problems early and follow through on commitments.
• You bring the energy. You care about the mission, push yourself to improve, and make the people around you better. You stay optimistic through change and find a way forward when the answer isn’t obvious.
• You take ownership beyond your job description. No task is too small, and an unfamiliar problem is still yours to help solve. You want the responsibility of building something and are prepared to do the work that comes with it.

This Role Is Not a Fit for You If

• You depend entirely on marketing or a lead generation function to build your pipeline and deliver your number.
• You want to sell but don’t want to prospect, analyze, forecast, or build processes.
• You avoid quantitative work or need someone else to tell you what your numbers mean.
• You can deliver a polished pitch but struggle to explain the product or defend the customer’s business case.
• You need stable priorities, detailed instructions, or certainty before moving.
• You protect your original answer when the evidence says it’s wrong.
• You treat disagreement as disloyalty or use hierarchy to avoid a difficult conversation.
• You see a problem affecting your results and consider it someone else’s responsibility.
• You want ownership of the outcome without ownership of the work required to deliver it.

Compensation & Ownership

Compensation combines base salary, variable cash compensation, and equity, with unlimited income potential; expected total cash earnings of $400,000 at quota attainment, heavily weighted in variable compensation. These figures and the compensation structure are subject to change. You should want a stake in the company you’re helping build and the upside you help create.