Title: Sales Executive

Location: East Coast major metro preferred

Employment Type: Full-time

Reporting Structure: This role reports to the VP of Revenue

The Company

Throne is a high-growth Series B startup on a mission to meaningfully expand access to clean and delightful bathrooms. With flagship customers like the District of Columbia, Caltrain, and LA Metro, they’re expanding rapidly within existing markets and on track to add 2-3 new major markets this year making this a pivotal moment for the brand.

Why This Role Is Exciting

• Revenue-driving impact: As a Sales Executive at Throne, you’ll play a critical role in accelerating revenue growth within existing markets while helping unlock new major cities and transit agencies across the U.S.
• Public-sector complexity: You’ll sell into mid-to-enterprise municipalities and transit authorities, navigating nuanced stakeholder environments, budgeting cycles, and procurement processes.
• High-growth moment: Throne is expanding rapidly within current markets and expects to launch 2–3 new major markets this year—this role sits at the center of that momentum.
• Cross-functional partnership: Work closely with Revenue, Operations, Account Management, and executive leadership to ensure strong handoffs, successful implementations, and long-term customer retention.

Responsibilities

As a Sales Executive, you will own the full sales cycle within assigned markets while helping refine Throne’s intra-market sales motion. Your responsibilities will include:

Intra-Market Sales Strategy

• Collaborate with executive leadership to develop and refine intra-market sales strategies aligned with company growth goals.
• Identify expansion opportunities within existing markets and help shape repeatable playbooks for city-by-city growth.

Prospecting & Lead Generation

• Drive proactive outbound efforts including cold calling, targeted email campaigns, networking, and conference attendance.
• Conduct thoughtful stakeholder research and mapping to navigate complex municipal and transit agency buying committees.

Customer Acquisition

• Manage the full sales cycle from initial outreach through contract execution.
• Consistently achieve or exceed revenue targets across mid-to-enterprise cities and transit agencies.
• Lead negotiations and guide customers through procurement with confidence and clarity.

CRM & Forecasting Discipline

• Maintain strong CRM hygiene with accurate deal tracking, forecasting, and pipeline management.
• Use CRM data to track progress toward quota attainment and support realistic forecasting.

Customer Relationship Management

• Build trusted relationships with prospects and customers, acting as a consultative partner throughout the sales process.
• Ensure smooth handoff to Account Management and Operations teams to support successful implementation and long-term retention.

Sales Reporting & Analysis

• Produce regular sales performance reports and analyze trends to identify risks, opportunities, and areas for improvement.
• Use data-driven insights to refine sales approach and prioritize high-impact opportunities.

Consultative Selling

• Lead in-depth discovery to deeply understand customer needs, constraints, and success criteria.
• Align solutions to real operational realities to ensure sustainable deployments and strong post-sale outcomes.

Is This You?

• Proven track record of sales success, ideally within a startup environment.
• Experience selling to public-sector entities and/or enterprise customers.
• Strong understanding of SLED contracting and procurement processes.
• Familiarity with B2G budgeting cycles and long sales motions.
• Excellent communication and interpersonal skills, with the ability to build rapport and negotiate effectively.
• Highly detail-oriented with strong follow-through.
• Experience using CRM and sales automation tools, with a demonstrated commitment to strong CRM hygiene.
• Comfortable operating in a fast-paced, evolving startup environment.

Preferred Experience

• Experience working alongside internal Government Affairs teams.
• Familiarity with U.S. municipal government structures and decision-making processes.

Benefits

• Competitive base salary with uncapped commission potential.
• Equity stake in a fast-growing, mission-driven company.
• Healthcare and 401(k) benefits.
• Significant opportunity for professional growth and advancement as Throne expands nationally.