Informal Systems

Sales – Client Acquisition Lead

Informal Systems

full-time

Posted on:

Location Type: Remote

Location: Remote • California, Louisiana • 🇺🇸 United States

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Job Level

Senior

Tech Stack

Web3

About the role

  • 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.

Requirements

  • Proven track record in closing deals: You’ve closed many 5-6 figure or meaningful deals, not “just leads” in tech/security/SaaS/consulting/blockchain environment.
  • Technical fluency in Web3 / security / smart contracts / protocols: You are technical enough to discuss questions with clients and ask the right questions (while being supported by our technical team!)
  • Excellent communicator and presenter: You are capable of building credibility with important stakeholders.
  • You are a self-starter, driven, highly organized, and comfortable in a fast-moving environment.
  • You have experience with CRMs, sales metrics, pipeline management, and forecasting.
  • Having a network or familiarity with the blockchain, protocol and/or DeFi community is a strong plus.
  • A willingness to get into the weeds! (cold outreach, testing messaging, iterating quickly).
Benefits
  • A unique, caring and friendly culture (learn more about how we work here)
  • 25 days (5 weeks) of paid vacation annually, plus 3 Spiritual Days
  • Company closure from December 25th to January 1
  • Annual Lifestyle benefits (reimbursements for gym memberships, fitness equipment, etc)
  • A remote-first, flexible work environment
  • A home-office stipend to set you up for success
  • Annual company retreats
  • Paid parental leave
  • ….. and many more!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales ownershiptechnical consultative sellingpipeline managementforecastingclosing dealsWeb3securitysmart contractsprotocolssales metrics
Soft skills
excellent communicatorpresenterself-starterdrivenhighly organizedcomfortable in fast-moving environmentbuilding credibilitycollaborationaccountabilitythought leadership