Location: Remote (Indiana or East Coast preferred)
Employment Type: Full-time
Compensation: $150-200K base + variable at target (c. $300k OTE total) + equity
About Our client
They are pioneering Agentic Commerce—AI agents that transform e-commerce by enabling shoppers to discover, evaluate, and purchase products through natural conversation.We’re an early-stage company preparing to scale, with a bold vision to redefine how the world shops online. This is your chance to build the commercial foundation of a category-defining company.
The Role
We’re seeking a Founding VP of Sales to architect sales function from the ground up. This is a rare opportunity to shape a company’s commercial destiny while maintaining hands-on involvement in every deal.
You won’t inherit a playbook—you’ll create it. You’ll:
- Build pipeline from scratch using outbound, events, and founder networks
- Lead strategic account development with direct CEO/founder collaboration
- Establish the sales motion, processes, and systems that will scale globally
- Close the first $1.4M in ARR across ~10 customer accounts in Year 1
Your role is to create momentum, establish discipline, and make them more effective in converting strategic accounts.
Key Responsibilities
Pipeline Generation & New Business
- Create pipeline from ground zero—no handed leads, no established brand
- Identify and prioritize target accounts in e-commerce, retail, SaaS, and tech
- Develop account-based prospecting strategies targeting senior commercial leaders
- Leverage outbound, referrals, partnerships, events, and social selling
- Secure executive-level meetings and maintain consistent pipeline coverage
Sales Execution
- Own the full sales cycle
- Lead discovery conversations and translate customer challenges into business value
- Build compelling commercial cases around ROI, efficiency, and competitive advantage
- Coordinate closely with CEO/founders on strategic opportunities
- Manage complex, consultative enterprise sales cycles
Building the Sales Motion
- Establish initial sales methodology, qualification process, and operating cadence
- Create messaging, account plans, discovery frameworks, and sales collateral
- Document successful approaches into repeatable playbooks
- Define target customer profiles, buying personas, and qualification criteria
- Set CRM standards, reporting, and forecasting processes
- Provide structured market feedback to product and founding teams
Required:
- Proven B2B tech/SaaS sales leader (AI, e-commerce, retail tech preferred)
- Track record of creating pipeline through personal prospecting
- Existing relationships with e-commerce/retail tech executives
- Experience managing consultative, multi-stakeholder enterprise sales
- Executive presence and ability to engage senior decision-makers
- Strong discovery, storytelling, negotiation, and closing skills
- Comfort operating without established playbooks or large support teams
- CRM discipline and forecasting experience
- Willingness to remain hands-on in prospecting and deal execution
Preferred:
- Experience selling AI, e-commerce platforms, or enterprise software
- Experience building sales teams in early-stage companies
- Familiarity with Salesforce, HubSpot, Outreach, or similar tools
- Background in emerging category creation