Fullbay

Account Executive

• Manage the full complex sales cycle utilizing advanced, structured sales methodologies (e.g., MEDDIC, BANT, Sandler)
• Dynamically adjust sales motions and strategies to balance "speed to lead" imperatives with comprehensive pipeline management to drive revenue growth
• Own the responsibility for bookings growth and quota attainment
• Continuously synthesize market feedback and buying signals to inform the development of future product features and iterate on the pipeline system
• Design and execute strategic customer acquisition plans for the assigned SMB segment
• Collaborate closely with the BDR team to direct follow-up strategies, optimize lead-routing cadences, and ensure comprehensive coverage to progress high-value opportunities

SMB Account Executive

Business Development Rep

• Conduct high-volume outbound prospecting via phone calls, emails, LinkedIn, and multi-touch cadences to engage cold and net-new prospects.
• Maintain a minimum of 115 unique dials daily to drive top-of-funnel activity and pipeline generation.
• Lead advanced prospecting campaigns and pilot new outbound plays, channels, and messaging in partnership with sales leadership.
• Conduct deeper discovery to fully qualify prospects against Fullbay’s Ideal Customer Profile (ICP) and qualification framework — covering pain, impact, decision process, timing, and budget.
• Deliver high-quality, well-documented demo handoffs to Account Executives with complete context, discovery notes, and next steps to accelerate deal velocity.
• Own the full prospecting lifecycle from initial outreach through completed qualified demo.
• Research and identify target accounts, buying committees, and key decision-makers across multi-location and enterprise heavy-duty repair operations.
• Maintain accurate lead and prospect status, notes, next steps, and account intelligence in Salesforce.
• Use automation and sales engagement tools to build, refine, and execute structured outreach workflows.
• Partner closely with Account Executives, Marketing, and RevOps to ensure pipeline consistency and feedback loops on messaging and ICP.
• Attend weekly coaching sessions, 1:1s, floor syncs, and training with the methodology coach; serve as a positive example of the sales motion on the floor.
• Track personal performance metrics and use data to self-diagnose, adjust strategy, and improve conversion at each stage of the funnel.
• Stay informed on Fullbay product updates, the competitive landscape, industry trends, and customer pain points.
• Demonstrate advanced product knowledge and clearly communicate Fullbay’s value proposition to cold prospects across multiple personas.
• Adhere to Fullbay’s rules of engagement, lead SLAs, and all confidentiality and compliance regulations.
• Must be able to commute to the Phoenix office a minimum of 3 days per week in accordance with Fullbay’s hybrid work schedule.
• Participate in ongoing product and sales training to maintain up-to-date knowledge of Fullbay’s platform.
• Contribute to team workshops, role-play exercises, and skill-building sessions; share best practices and proven outreach tactics with peers.
• Provide structured feedback to leadership on messaging, cadences, and ICP based on field intelligence.
• Attend scheduled 1:1s with direct manager to review performance, pipeline activity, and development goals (including a path toward AE readiness where applicable).
• Engage in team meetings and floor syncs to stay aligned on sales priorities and messaging updates.
• Support and help lead team campaigns, blitzes, and outreach initiatives as directed by sales leadership.
• Perform other duties as assigned.

Outbound Business Development Representative II

Revenue Operations

• Project lead the end-to-end implementation of a new quoting and subscription platform, ensuring seamless integration between the CRM and core product systems to improve efficiency and data accuracy.
• Ensure alignment and collaboration between marketing, sales, and customer success teams to drive end-to-end revenue growth.
• Oversee all GTM processes, including process optimization, sales variable compensation, territory management, forecasting, and the operating cadence.
• Partnering with applications team to streamline full tech stack across Sales, Marketing, and Customer Success (Onboarding), ensuring each team has the right tools to succeed while continuously identifying opportunities to drive efficiency and enhance performance through automation and AI.
• Ensure data integrity, compliance, and system integrations across all revenue platforms.
• Build and maintain comprehensive dashboards to monitor revenue metrics, pipeline health, and conversion rates.
• Lead forecasting and performance analysis processes to inform executive decision-making.
• Deliver actionable insights and recommendations to optimize revenue strategy and operational efficiency.
• Identify and streamline inefficiencies across the revenue funnel.
• Standardize processes for lead management, pipeline development, deal execution, and renewals.
• Establish and monitor SLAs between teams to ensure accountability and customer satisfaction.
• Manage and mentor the RevOps team, fostering a culture of collaboration, data-driven decision-making, and continuous improvement.
• Serve as a trusted advisor to the leadership team on revenue planning and organizational scalability.

Director, Revenue Operations

Financial Planning and Analysis

• Conduct financial analysis and forecasting to support business decision-making and help set short-term and long-term financial goals of the company.
• Conduct weekly/monthly follow-ups to determine the effectiveness of financial plans and fine-tune the strategy needed to reach financial targets.
• Work collaboratively with cross-functional teams, including Operations and Marketing to develop monthly strategies, quarterly and annual plans.
• Develop and refine financial models to forecast revenue, expenses, and capital requirements.
• Support the quarterly/annual budgeting, revenue forecasting, and financial review process.
• Work on optimizing and analyzing income statements, balance sheets, budgets and forecasts.
• Prepare and deliver accurate monthly financial reporting packages, dashboards, activity reports, and Budget vs. Actuals across all cost centers.
• Maintain and optimize FP&A processes to ensure alignment and integration with the company’s ERP system.
• Conduct detailed financial analysis and provide actionable recommendations to support departmental and company-wide decision-making.
• Consult with and give advice to cross-functional teams to assess financial risks, opportunities, and strategies.
• Meet with department heads to review budget-to-actual variances and plan for upcoming forecasts.
• Create and maintain 12 - 36 month rolling forecasts.
• Collaborate with senior management to align financial planning with company objectives.
• Analyze monthly, quarterly, and annual results, providing insights on trends, risks, and opportunities.
• Investigate and help resolve deviations from budgets and discrepancies in financial data.
• Adheres to all confidentiality and compliance regulations.
• Define procedures or implement processes around financial reporting or forecasting.

Senior Financial Analyst

Full-stack Engineer

• Design, code, and test software functions and modules
• Engage with key stakeholders to refine approaches
• Write complete, efficient, and well-commented code
• Create unit and feature tests to ensure compliance with performance, scalability, and security standards
• Address bugs within the product and ensure quality of code
• Collaborate with peers and incorporate feedback on designs
• Drive bug fixing and resolution throughout the product lifecycle

Software Engineer I

• Own the full lifecycle of promotional codes in Salesforce — from creation to retirement, ensuring every code is applied within approved parameters, audited regularly, and never becomes a source of revenue leakage.
• Keep standard pricebooks in Fullbay accurate and current, incorporating product updates, new SKUs, and pricing tier changes so that every quote and order reflects approved rates.
• Coordinate and execute the downsell workflow from initiation to system update: validate eligibility, obtain required approvals, update subscription records, and confirm downstream systems reflect the change.
• Maintain a clean audit trail.
• Maintain data integrity across CRM and billing systems by running regular reconciliation checks on subscription records, product configurations, and account data — catching and resolving discrepancies before they surface in reporting or invoicing.
• Build and manage custom pricebooks for non-standard commercial agreements.
• Track ramping schedules (multi-year escalators, usage-based tiers, step-up pricing) and ensure each stage is executed on time and recorded accurately.
• Process new customer orders accurately and on time, reviewing each deal for completeness, flagging missing data early, and partnering with Sales to resolve issues before close — enabling a clean handoff from closed-won to onboarding.
• Follow and help improve Deal Desk SOPs.
• Escalate non-standard deals requiring RevOps or Finance approval.
• Maintain documentation standards and contribute to a scalable, low-friction deal process.

RevOps Coordinator

Artificial Intelligence

• Own and continuously evolve Fullbay's AI strategy, ensuring alignment with company-wide goals and emerging capabilities.
• Serve as a trusted advisor to the CEO and senior leadership on where and how AI can create meaningful leverage across the organization.
• Maintain a prioritized backlog of AI initiatives, balancing quick wins with longer-term, high-impact opportunities.
• Establish a repeatable AI experimentation framework: Identify and prioritize opportunities aligned with revenue and operational impact.
• Run pilots and proofs-of-concept.
• Measure effectiveness and scale successful solutions.
• Resource AI initiatives responsibly — with ownership of dedicated budget for tooling, enablement, and external support, ensuring spend is allocated toward the highest-impact priorities.
• Act as a cross-functional AI leader, partnering with department heads across Marketing, Sales, Customer Success, Product, Finance, People Experience, and Operations to identify high-impact opportunities.
• Translate business challenges into scalable AI and automation solutions that drive efficiency, quality, and growth.