Own the full sales cycle: prospecting, discovery, demos, proposals, negotiation, and close.
Build and maintain a target account strategy by segment and customer profile.
Present and sell Carla AI to rental operators and services businesses, clearly articulating the ROI, efficiency gains, and revenue impact of AI powered call handling and booking automation.
Seamlessly transition new customers to onboarding and Customer Success for activation and first value realization.
Lead outbound strategy and execution across calls, email, LinkedIn, and industry events.
Develop and iterate on talk tracks, competitive positioning, objection handling, and demo structure.
Establish pipeline creation targets and inspection routines that translate activity into predictable results.
Create repeatable playbooks covering segments, sequences, cadences, and qualification criteria.
Share structured customer insights and market feedback with Product and leadership to inform roadmap, pricing, and packaging decisions.
Maintain accurate pipeline, activity tracking, and forecasting in CRM (HubSpot).
Consistently meet or exceed monthly and quarterly KPIs across outreach, demos, pipeline, and revenue.
Coordinate with Partnerships and Marketing to leverage partner channels and campaigns for pipeline generation.

3 to 5+ years of proven success in B2B SaaS new business sales, with a strong track record of closing.
Strong hunter mentality: you are comfortable with outbound prospecting and generating your own pipeline, not reliant on inbound leads.
Experience managing a full sales cycle from first contact through contract execution.
Confident running discovery calls and solution based sales conversations that connect product capabilities to business outcomes.
Experience building or materially improving a sales motion: process, messaging, cadence, and forecasting.
Strong communication, presentation, and relationship building skills.
CRM experience (HubSpot, Salesforce, or equivalent).
Self motivated, goal driven, and comfortable working autonomously in a fast paced, evolving environment.
Experience selling into the rental industry (car rental, equipment rental, fleet management) or adjacent verticals such as automotive, travel tech, or mobility is a strong plus.
Experience selling AI, automation, or voice/conversational technology products.
Experience in vertical market software or operationally complex environments where the buyer is an operator, not a tech team.
Startup or early stage SaaS experience where you had to build the motion, not just run it.

Founding Sales Lead

Key skills