About Great Question
Great Question is the all-in-one customer research platform for understanding your customers. Run interviews, surveys, and prototype tests; query support tickets, app store reviews, and sales calls; and use AI to analyze it all in one place.
We’re a well-funded, seed-stage startup backed by Y Combinator and Funders Club, working with some of the most innovative companies in the world including Amazon, Figma & Brex.
We’re post product-market-fit but pre-Series A: the perfect time for an ambitious operator to join a fast growth startup.
About the role
We’re looking for a seasoned Head of Sales with experience going from single digit millions of revenue to double digits, and building and growing teams of 10-25.
You’ll be taking over from Founder-Led sales with a team of 3 enterprise account executives & 2 BDRs to help us maintain and accelerate our growth rate as we step into Series A and beyond.
The ideal candidate will be willing to get their hands dirty, initially acting as a player-coach to build deep understanding of the product, market & sales cycle. This includes being able to run demos of the product to Fortune 100 companies, and willingness to carry a quota.
This is an opportunity to get in early to help define process & strategy, with a fairly repeatable & predictable sales process & a product used and loved by our customers.
Ideal candidate
- Experience building & managing sales teams
- Has hired + managed 10-25 people at a time
- Bonus points: has experience managing managers
- Knows how to identify and close great talent
- Leads, coaches, and motivates the sales team to achieve targets
- Have worked in $0-$1m sales and $5-$10m in ARR
- Knows what’s required for very early stage sales
- Has experienced early-stage scale that reflects where we are aiming to be in ~12-18 months time
- Experience selling enterprise specifically - both new logo + expansion
- Proven ability to both lead, and to achieve quota as an IC
- Has acted in a player-coach role while carrying a quota
- Is willing to continue to carry a quota in new role while playing as a coach in first 6-12 months
- Willing to go deep on both the product & sales
- Wants to deeply understand the product and how to demo it
- Willing to get into the details on individual deals, figure out our process & how to improve it
- Proactive and autonomous
- Forecasts sales performance and manages the sales pipeline
- Identifies potential future risks and opportunities, with a plan to solve or capitalize on them
- Regularly runs root cause analysis on failures to prevent them from happening again
- Ability to develop strategy, and the process required to execute on it
- Collaboratively works with management to define the go to market strategy
- Is a key driver of the planning process; generates sales ideas (i.e. programs, initiatives, etc.) with minimal support
- Sales engineering that includes the creation, training and management of sales collateral, sales processes and sales reporting
- Collaborative and highly competitive
- Strong negotiation, conflict resolution, and account management skills
- Has a deep understanding of company-wide strategy and goals, and leans into other departments to support achievement of their goals and those of the sales team
- Experience selling a technical and/or multi-product platform
- Technical & nuanced
- Multi-product
- Bonus points: selling into product, UX, design or UX research teams.
Related Great Question Principles
- High degree of autonomy, bias to action
- Can develop own strategy, and keep self accountable to output and goals
- Requires little input, though can still work collaboratively
- Many decisions and actions are reversible and do not need extensive study.
- Learn & Be Curious
- Always seeking ways to improve themselves. Are curious about new possibilities and act to explore them
- How have you leveled yourself up as a leader?
- Deliver results
- Focus on the inputs, and deliver the outputs with the right quality in a timely fashion.
- Despite setbacks, they rise to the occasion and never settle
Benefits
- Competitive Salary + Commission + Equity
- Medical Insurance
- Remote friendly
- Education stipends
- Flexible PTO and Holidays
- Offsites, Regular Team Events, Virtual Gatherings, and more.
