Sales & Account Executive

DataDrone Inc.; Cheyenne (WY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

DataDrone Inc. in Cheyenne, WY seeks a high-impact sales professional to lead Zoho implementation deals. You will own pipeline across four doors—Rescue, Scale, Migrate, Build—and close with Hero use cases written and the Service Agreement signed before kickoff.

You will conduct consultative discovery, defend pricing, and maintain the client relationship through Day 0 to Day 45 delivery. The role emphasizes retainer-based engagements, not license sales, and requires the ability to mirror clients

Qualifications

• Proven hands-on selling of implementation services.
• Ability to run discovery and defend pricing without discounting.
• Ability to maintain client relationships through delivery.

Responsibilities

• Build a predictable pipeline of Zoho implementation deals across four doors.
• Close deals at the right tier with Hero use case written before kickoff.
• Conduct consultative discovery and defend pricing without deep discounts.
• Hold the relationship through Day 0 to Day 45 delivery and CSAT cadence.

Skills

Consultative selling

Forecasting pipeline

Discovery-led selling

Client relationship management

Tools

Zoho CRM

Salesforce

DocuSign

Job description

DataDrone runs a Zoho implementation practice that ships outcomes in 45 days. Not a license shop. Not a generalist consultancy. Every engagement starts with one Hero use case and ends with that use case running in production — owned by the client, with the runbook to grow it.

This role is the tip of the spear. The person who finds the door, locks the Hero, signs the agreement, and holds the relationship through delivery — so the retainer conversation is a partnership conversation, not an upsell.

What You'll Do

You build a predictable, qualified pipeline of Zoho implementation deals across four doors — Rescue, Scale, Migrate, Build — and close them at the right tier with the Hero use case locked in writing before the pod is briefed.

You sell outcomes, not Zoho. You walk away from misfit deals. You sign the Service Agreement before any build work begins (the 48-hour partner-unmap wall is real, and that signature is how you protect the client AND the practice). You attend Day 0 kickoff and Day 45 closure. You hold the relationship through delivery — weekly written touch, CSAT pulse, attendance at the mid-point if engagement health goes yellow.

You will not be cold-calling lists and pitching Zoho licenses. You will be running consultative discovery, identifying which door a prospect walks through within the first call, defending pricing tiers without discounting reflexively, and reframing CEOs who say "just send me a proposal" into discovery conversations that produce real deals.

Daily Rhythm (How You Operate)

• EOD: two-line update to HOP; CSAT pulse on active engagements.
• Cultural maxim: "Find the door. Lock the Hero. Sign the agreement. We don't sell Zoho — we make one broken customer journey work in 45 days."
• Timezone Flexibility — clients pick NA / EMEA / APAC; we mirror.

Key Responsibilities

• Own pipeline, forecast, and CRM hygiene; honest stages, honest close dates.
• Identify the door within the first discovery call (Rescue / Scale / Migrate / Build).
• Budget-qualify first. Walk warmly from misfits.
• Lock the Hero use case with SME-signed technical feasibility before any proposal goes out.
• Close with Requirements Pack signed, SOW countersigned, and Service Agreement signed BEFORE kickoff (non-negotiable).
• Brief EM at Day 0; attend kickoff; hand off cleanly.
• Hold the relationship through delivery — weekly written touch; Day-22 attendance if yellow; Day-45 closure attendance.
• Position the retainer as a separate engagement, never an add-on. Surface the next use case from the Charter roadmap.

What We're Looking For

• Proven hands-on selling implementation services — services firm, SI, or product-side consultative sales.
• Consultative selling fluency — you can run discovery, identify a problem under a stated problem, defend pricing without discounting reflexively.
• Familiar with Zoho or comparable mid-market platforms (Salesforce, HubSpot, Freshworks, Microsoft Dynamics) — you've sold implementations into them.
• You walk away from misfit deals without escalation.
• You've closed deals where the signed agreement (not the verbal yes) was the close.
• You hold relationships through delivery — clients know you, not just your card.

Bonus Points For

• Zoho ecosystem fluency (CRM, Books, Desk, Creator) at the level of being able to discuss feasibility with an SME without pretending to be one.
• Multi-door selling experience — you can pivot between Rescue, Scale, Migrate, and Build conversations without losing the consultative thread.
• Experience with retainer / managed-service sales where the new engagement framing matters.

The Mindset We Hire For

• Find the door first. ICP is the second filter. The door is the conversation.
• Budget-first qualification. No budget, no proposal. Walk warmly.
• Hero locked in writing. SME-signed feasibility. Client-acknowledged outcome.
• Service Agreement BEFORE build. The 48-hour wall protects them AND us.
• Attend Day 0 and Day 45. Sales without delivery presence is theatre.
• Retainer is a separate engagement. Never an add-on. Never an upsell.

Success in This Role

• 30 days → Pipeline built; 2–3 deals in discovery; shadowed a full sales cycle.
• 60 days → First deal closed clean — Hero locked, Service Agreement signed before kickoff, Day 0 attended; one clean walk-away from a misfit.
• 90 days → Voice in pipeline reviews; mentoring; first retainer conversation framed cleanly as a separate engagement.

Tools You’ll Use

Zoho CRM (our own dogfood), calendar, Slack / Teams, Vidyard / Loom, Google Workspace, DocuSign / SignWell / Zoho Sign, AI Copilot loaded with the practice KB.

Why Join Us

Sell outcomes, not licenses. Walk away from misfits without losing your number. Hand off cleanly to a pod that actually lands on Day 45. Hold relationships that earn retainer conversations as the client's idea, not your upsell. Timezone Flexibility — clients pick NA / EMEA / APAC; we mirror.

Self-Check Before You Apply

• Can you identify which of four doors a prospect walks through within the first discovery call?
• Will you walk away from a deal where the budget isn't there — without escalating?
• Can you lock a Hero use case in writing with SME-signed feasibility before sending a proposal?
• Will you refuse to start delivery without the Service Agreement signed — even if the client is "ready to go"?
• Can you attend Day 0 and Day 45 for every closed engagement — every single one?
• Will you frame the retainer as a separate engagement, not an upsell?

If three or more are yes, that's you — apply.