Posted May 15, 2024
Our history and background
Our founding team has backgrounds in payments, working on autonomous vehicles at Cruise Automation, leading ops and growth for Uber, and building apps that were featured on the Apple app store. We have staff and senior engineers from Google, Uber, Meta, Shopify, Stripe, Chime, and other leading technology companies. We have raised $125 million+ from investors such as General Catalyst, Elad Gil, Bloomberg Beta, Y Combinator, XYZ; founders and CEOs of companies such as Google (Eric Schmidt), Salesforce (Marc Benioff), Coinbase (Brian Armstrong), DoorDash (Tony Xu), Instacart, Gusto; strategic investors like Mastercard, Flexport and Samsara. We were named to Forbes annual Next Billion-Dollar Startup List, and have just recently been selected to join the World Economic Forum as a Global Innovator. About Us
Learn more about our mission, culture, and background on our Careers Page. ### 1. Own the Revenue Engine: Acquisition, Activation, Expansion, Retention
Develop and own the integrated revenue strategy across new logo acquisition, activation of new customers, expansion / cross-sell, and retention. - Set clear goals, metrics, and leading indicators for each pillar of the revenue funnel (e.g., outreach activity, conversion rates, activation milestones, expansion revenue, NRR/GRR). - Build and maintain a disciplined forecasting and pipeline management process that drives predictability and accountability. ### 2. Lead High-Velocity Outbound Sales to SMB
Scale and optimize our phone-based, outbound sales engine that currently drives the majority of new business. - Ensure teams are executing with excellence on call quality, talk time, sequences, objection handling, and deal progression. - Implement and refine playbooks, scripts, talk tracks, and cadences designed for high-velocity environments. - Continuously improve funnel performance through testing and data-driven decision-making. ### 3. Drive Up-Market Expansion & AE Headcount Growth
Build and execute a strategy to move up-market, including targeting larger fleets and more complex accounts. - Recruit, hire, and ramp 20+ Account Executives in the next 6 months, ensuring the right mix of SMB, Mid-Market, and upmarket capabilities. - Partner with Marketing, Product, and RevOps to align ICP, messaging, packaging, and pricing with our upmarket strategy. - Develop differentiated sales motions for larger, more complex customers while maintaining our strong SMB foundation. ### 4. Build and Scale Expansion, Cross-Sell, and Account Management
Design and refine a structured expansion and cross-sell motion focused on driving multi-product adoption and increasing share of wallet. - Build out a robust Account Management function responsible for ongoing relationship management, strategic account planning, and retention. - Define success metrics and operating rhythms for account managers (e.g., renewal health, expansion pipeline, NRR). - Ensure tight coordination between New Business, Account Management, Customer Success, and Support. ### 5. Team Leadership: Recruiting, Culture, Training, Coaching, Accountability
Lead, mentor, and develop a team of 6 sales leaders and 55+ ICs, across both FTE and BPO teams. - Own recruiting and selection for your org, ensuring we hire talent that matches our low ego, high performance, high standards culture. - Create and reinforce a culture of brilliance in the basics: consistent activity, crisp follow-through, clean pipeline hygiene, and high-quality customer interactions. - Implement robust onboarding, training, and ongoing coaching programs to continuously elevate performance. - Hold teams and leaders accountable to clear standards, with transparent performance management and rapid course correction where needed. ### 6. Systems Thinking & Revenue Operations Partnership
Operate as a systems thinker, designing processes and structures that scale efficiently rather than relying on heroics. - Partner closely with Revenue Operations to ensure our CRM, reporting, territory design, compensation plans, and sales tooling support our strategy. - Instrument the revenue engine with clean data, reliable dashboards, and actionable insights that inform daily execution and strategic decisions. - Lead or support initiatives to improve conversion, reduce friction in the sales process, and shorten time-to-value for new customers. ### 7. Cross-Functional Leadership & Executive Collaboration
Collaborate with Marketing on demand generation, campaign strategy, and lead quality. - Partner with Product and Operations to bring market insights back into the roadmap and ensure we are solving the most important problems for our customers. - Work closely with the executive team on strategic planning, goal setting, and company-level priorities related to growth and profitability. - Represent Sales and Revenue as a key voice in discussions on company strategy, resourcing, and investment. About you:
10+ years of experience in B2B sales, with at least 5+ years leading large, outbound-centric sales organizations. - Demonstrated success leading high-velocity, phone-based outbound teams selling to SMB and Mid-Market customers. - Proven track record of owning the full revenue funnel (Acquisition, Activation, Expansion, Retention) and hitting or exceeding aggressive growth targets. - Experience managing managers and leading organizations of comparable scale (e.g., 5–10 frontline managers and 40+ ICs). - Hands-on experience building and scaling sales teams quickly, including hiring and ramping significant AE headcount in compressed timeframes. - Strong systems thinking capability: you design processes, structures, and operating rhythms that scale predictably. - Deep comfort with data and metrics: pipeline analysis, conversion funnels, capacity planning, headcount modeling, and forecasting. - Demonstrated ability to recruit, develop, and retain high-performing talent and to build a culture of high standards, accountability, and continuous improvement. - Excellent communication and executive presence, able to operate at both the boardroom and front-line levels. Nice-to-Have Experience
Experience with offshore BPO teams or global sales teams, especially in high-velocity outbound environments. - Background in or close partnership with Revenue Operations, including CRM optimization, territory design, compensation planning, and sales tooling. - Familiarity with fintech, payments, logistics, or transportation industries. - Experience moving a business up-market (e.g., from SMB into Mid-Market/Enterprise) while preserving and scaling the existing core. - Prior leadership experience in high-growth startup or scale-up environments, where ambiguity is high and speed matters. If you are energized by building and scaling high-performance sales organizations, love combining systems thinking with hands-on leadership, and are excited by the opportunity to modernize payments in the transportation industry, we’d love to speak with you.
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