Sales Specialist

ECLab; Los Angeles (CA); On-site; USD 60,000 - 80,000; Full time

Job summary

A college consulting firm is looking for a Sales Specialist to lead the sales cycle from prospecting to closure. The ideal candidate will have at least 2 years of experience in B2B SaaS sales, and the ability to build sales processes from the ground up. Responsibilities include running demos, managing the pipeline, and collaborating with marketing on campaigns. Candidates should be fluent in English and comfortable in a fast-paced startup environment. This is a full-time position based in the U.S.

Qualifications

• 2+ years experience in B2B SaaS sales or selling services/software.
• Proven track record owning a quota and closing deals.
• Strong command of the full sales stack including outbound sales.

Responsibilities

• Own the full sales cycle: prospecting, demos, closing, and expansion.
• Build and refine sales playbooks and infrastructure.
• Partner with marketing to create impactful campaigns and gather feedback.

Skills

B2B SaaS sales

Lead generation

Sales process design

Client relationship management

Objection handling

Fluency in English

Tools

HubSpot

Pipedrive

LinkedIn Sales Navigator

Zapier

Job description

For over 10 years, EC LAB has provided personalized college consulting services to 300+ students, earning trust through results and long‑term relationships. We’re now building the first universal AI for college consultants—connecting meeting transcripts, university databases, and student profiles to deliver personalized admissions guidance at scale. We’re looking for a core founding team member to build and lead our sales motion from the ground up.

Role Overview

As Sales Specialist, you will own the full sales cycle: from prospecting and outbound to demos, closing, and expansion. This role is for someone who loves selling in messy early‑stage environments, is comfortable with sales on and offline, with educational institutions related to college admissions.

What You’ll Do

1) Own the Full Sales Cycle (Owner)

• Define and refine our ICP (independent consultants, small firms, school‑based counselors) and prioritize high‑value segments.
• Source and qualify leads via outbound (LinkedIn, email, associations, events) and inbound (website, webinars, referrals).
• Run high‑conversion demos: discovery, tailored product walkthroughs, objection handling, and clear next steps.
• Manage the pipeline: stages, notes, next actions, forecast hygiene.
• Hit and improve core sales metrics: meetings booked, show rates, conversion, sales cycle length, and ACV.

2) Build Sales Playbooks & Infrastructure (Owner)

• Create and continuously improve sales assets: email sequences, call scripts, demo flows, one‑pagers, and case studies.
• Design a simple, repeatable sales process that can later be handed to future AEs/SDRs.
• Work with the founder to refine pricing, packaging, and offers based on real conversations with consultants.
• Partner with ops to ensure clean data: lead sources, tags, notes, and account history.
• Set up lightweight automation (e.g., sequences, reminders, basic sales ops) to reduce manual follow‑up.

3) Partner with Marketing & Product (Owner)

• Give structured feedback from the field: feature requests, objections, competitor intel, and win/loss patterns.
• Collaborate on campaigns (webinars, lead magnets, conference follow‑ups) and turn them into real pipeline.
• Help shape messaging that resonates with U.S. college consultants and their pain points around EC research.
• Work with product to identify “aha moments” in the product and design demos that highlight them.
• Represent ECLab at events and in communities (NACAC/IECA/HECA, online groups, etc.), as a credible voice, not a spammy salesperson.

Preferred Qualifications

• 2+ years experience in B2B SaaS sales or selling services/software to SMEs or professional services firms.
• Proven track record owning a quota and closing deals, ideally in an early‑stage or startup environment.
• Strong command of the full sales stack: outbound, discovery, demoing, objection handling, and closing.
• Comfortable building structure from zero: defining stages, writing scripts, and iterating on process with limited resources.
• Experience with CRMs and basic sales tooling (HubSpot/Pipedrive, LinkedIn Sales Navigator, sequencing tools).
• Bonus: familiarity with U.S. college admissions, education, or selling into services/consulting audiences.
• Bonus: experience with automation tools (Zapier/Make/n8n) and basic analytics (funnels, simple dashboards).
• Fluency in English

Job Details

• Seniority level: Entry level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Education