Founding Sales Lead

Role Overview

• Drive new business growth, owning 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.
• In the first 90 days you’ll have built a clear target account list by segment and launched outbound motions that are producing qualified opportunities.
• CRM pipeline and activity tracking are clean, reliable, and maintained.
• You’ve delivered multiple demos, progressed deals through the pipeline, and closed your first customers.
• In 6 to 12 months a predictable sales engine is running: outbound activity is converting to qualified pipeline, pipeline is converting to closed revenue.

Requirements

• 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.