Informal Systems

Sales

• Full-cycle sales ownership: Lead sourcing and qualification all the way through to proposal, contract negotiation, and closing, with collaboration with the technical team along the way.
• Technical consultative selling: Deeply understand our security and engineering methodology, map capabilities to client pain points and more.
• Sales & revenue targets: Be accountable for quarterly and annual quotas; consistently meet or exceed them. You’ll report pipeline, forecast, and actuals.
• Account expansion / upsell: Once clients are onboarded, identify additional services and upsell opportunities (ex. follow-up work, coverage, continuous monitoring).
• Industry positioning & thought leadership: Contribute to talks, presence at industry events, and client education materials.
• CRM & process discipline: Maintain an accurate, up-to-date pipeline in CRM.
• Market & competitor intelligence: Track trends, emerging security needs, competitor offerings, and feed those into product/service evolution and positioning.

Sales – Client Acquisition Lead