ABOUT THE COMPANY

This organization is a specialized EDI integration consulting firm founded in 2003, operating as a fully remote, 20-person organization with deep expertise in supply chain automation, ERP connectivity, API/web integrations, and EDI solutions. The company helps manufacturers, distributors, suppliers, and retailers eliminate manual processes and reduce costly operational errors across complex trading partner ecosystems.

Historically built on a referral-only business model, the company is now strategically rebuilding its outbound sales function to support scalable growth. Leadership is seeking a highly consultative Sales Representative who can independently source new opportunities, build long-term client trust, and navigate complex, relationship-driven sales cycles.

The company operates with a highly collaborative, low-bureaucracy culture built on flexibility, accountability, and autonomy. Team members are trusted to manage their responsibilities independently within a 100% remote environment. The organization prides itself on maintaining a supportive atmosphere where employees can escalate challenges openly without fear of micromanagement or blame.

CORE VALUES

A Day’s Work in A Day (ADWIAD): We believe in accountability, responsiveness, and getting meaningful work done every day.

Consultative Partnership: We build trust by deeply understanding our clients’ business processes and operational challenges.

Ownership & Autonomy: We hire self-starters who proactively manage their work without constant oversight.

Collaboration Without Ego: We operate as a true team — transparent, supportive, and free of unnecessary politics or micromanagement.

Flexibility & Trust: We empower employees with autonomy, remote flexibility, and a healthy work-life balance.

JOB DESCRIPTION

We are seeking a highly consultative and self-driven Sales Representative to lead outbound business development efforts and help scale the company’s direct sales function. This role is ideal for a relationship-oriented sales professional who excels at understanding operational business challenges, managing complex sales cycles, and building long-term client trust.

The ideal candidate will bring a strong business-process mindset rather than a purely technical sales approach. This individual must be comfortable sourcing new business opportunities, conducting thoughtful discovery conversations, and independently managing outreach activities without heavy oversight.

This role is not designed for high-pressure or transactional sales tactics. Success in this environment comes from curiosity, thoughtful discovery conversations, relationship-building, and earning long-term client trust.

This role combines outbound prospecting responsibilities with the management of warm inbound opportunities generated through ERP reseller partnerships, referrals, and marketing initiatives.

This role will focus on selling EDI integration solutions to organizations navigating ERP, supply chain, and operational process challenges. The Sales Representative will manage both outbound opportunities and inbound leads generated through ERP reseller partnerships, digital campaigns, and referral channels.

Reporting directly to company leadership, the Sales Representative will collaborate closely with technical leadership during later-stage solution discussions while maintaining ownership of the client relationship throughout the sales lifecycle.

ESSENTIAL JOB FUNCTIONS

• Outbound Prospecting: Proactively source and develop new business opportunities through cold outreach, strategic networking, and targeted prospecting campaigns.
• Consultative Selling: Conduct discovery conversations focused on understanding operational workflows, business processes, and supply chain integration challenges.
• Lead Management: Manage inbound opportunities generated through ERP reseller partnerships, referrals, ZoomInfo campaigns, and marketing initiatives.
• Sales Cycle Ownership: Independently manage full-cycle sales processes ranging from 30-day warm lead opportunities to 4–5 month outbound sales cycles.
• Relationship Building: Establish trust-based relationships with prospects through thoughtful communication, active listening, and problem-solving.
•  Pipeline Development: Build and maintain a healthy sales pipeline while proactively communicating updates, opportunities, and challenges to leadership.
• Cross-Functional Collaboration: Partner with technical leadership on solution-oriented conversations and technical evaluations as needed.
• Revenue Growth: Achieve revenue goals through a combination of outbound prospecting, inbound conversion, and account expansion.
• Account Ownership: Maintain ownership of accounts for 12 months post-signing, including commission eligibility for upsell and expansion opportunities.
• Sales Activity Execution: Execute consistent outbound activities including calls, emails, follow-ups, and account research tracked through HubSpot.
• Campaign Collaboration: Partner with internal stakeholders to develop and optimize outbound campaigns and prospecting strategies.
• Administrative Ownership: Independently manage proposals, reporting, and sales administration responsibilities without excessive operational support.

REQUIRED QUALIFICATIONS

• Sales Experience: 3–7+ years of consultative B2B sales or Account Executive experience.
• Outbound Prospecting Expertise: Proven ability to independently source and develop new business opportunities through cold outreach.
• Business Process Mindset: Strong understanding of operational workflows and business process challenges.
• Consultative Sales Skills: Demonstrated success using relationship-driven and inquiry-based sales methodologies.
• Self-Starter Mentality: Ability to operate autonomously in a fully remote environment with minimal oversight.
• Communication Skills: Strong written and verbal communication skills, including compelling and inquisitive outreach messaging.
• Sales Cycle Management: Experience managing longer, trust-based sales cycles requiring patience and persistence.
• Technology Proficiency: Comfortable using standard business tools including Microsoft Office; HubSpot experience is a plus.
• Interpersonal Strength: Exceptional listening skills with the ability to reflect back customer pain points and ask thoughtful questions.
• Remote Work Capability: Ability to thrive within a fully virtual, collaborative work environment.
• Education: Bachelor’s degree preferred.

COMPENSATION

• Base Salary: $95k–$120k/year
• On-Target Earnings (OTE): $180k+ annually
• Commission Structure: Tiered “Richter-scale” commission plan with accelerated earning potential tied to revenue performance
• Additional Incentives: Activity-based micro-commissions tied to outbound KPI completion
• Benefits: Unlimited PTO, full remote flexibility, home office support, and collaborative low-bureaucracy environment

WORKING CONDITIONS

• Location: Fully Remote (U.S.-based)
• Schedule: Flexible work hours with high autonomy and accountability
• Work Arrangement: 100% remote organization
• Environment: Entrepreneurial, collaborative, highly tenured, low-micromanagement culture

INTERVIEW PROCESS

• Interview with leadership team
• Final culture and alignment discussions with leadership team