Location: Remote (Indiana or East Coast preferred)

Employment Type: Full-time

Compensation: $150-200K base + variable at target (c. $300k OTE total) + equity

About Our client

They are pioneering Agentic Commerce—AI agents that transform e-commerce by enabling shoppers to discover, evaluate, and purchase products through natural conversation. We’re an early-stage company preparing to scale, with a bold vision to redefine how the world shops online. This is your chance to build the commercial foundation of a category-defining company.

The Role

We’re seeking a Founding VP of Sales to architect sales function from the ground up. This is a rare opportunity to shape a company’s commercial destiny while maintaining hands-on involvement in every deal.

You won’t inherit a playbook—you’ll create it. You’ll:

• Build pipeline from scratch using outbound, events, and founder networks
• Lead strategic account development with direct CEO/founder collaboration
• Establish the sales motion, processes, and systems that will scale globally
• Close the first $1.4M in ARR across ~10 customer accounts in Year 1

Your role is to create momentum, establish discipline, and make them more effective in converting strategic accounts.

Key Responsibilities

Pipeline Generation & New Business

• Create pipeline from ground zero—no handed leads, no established brand
• Identify and prioritize target accounts in e-commerce, retail, SaaS, and tech
• Develop account-based prospecting strategies targeting senior commercial leaders
• Leverage outbound, referrals, partnerships, events, and social selling
• Secure executive-level meetings and maintain consistent pipeline coverage

Sales Execution

• Own the full sales cycle
• Lead discovery conversations and translate customer challenges into business value
• Build compelling commercial cases around ROI, efficiency, and competitive advantage
• Coordinate closely with CEO/founders on strategic opportunities
• Manage complex, consultative enterprise sales cycles

Building the Sales Motion

• Establish initial sales methodology, qualification process, and operating cadence
• Create messaging, account plans, discovery frameworks, and sales collateral
• Document successful approaches into repeatable playbooks
• Define target customer profiles, buying personas, and qualification criteria
• Set CRM standards, reporting, and forecasting processes
• Provide structured market feedback to product and founding teams

Required:

• Proven B2B tech/SaaS sales leader (AI, e-commerce, retail tech preferred)
• Track record of creating pipeline through personal prospecting
• Existing relationships with e-commerce/retail tech executives
• Experience managing consultative, multi-stakeholder enterprise sales
• Executive presence and ability to engage senior decision-makers
• Strong discovery, storytelling, negotiation, and closing skills
• Comfort operating without established playbooks or large support teams
• CRM discipline and forecasting experience
• Willingness to remain hands-on in prospecting and deal execution

Preferred:

• Experience selling AI, e-commerce platforms, or enterprise software
• Experience building sales teams in early-stage companies
• Familiarity with Salesforce, HubSpot, Outreach, or similar tools
• Background in emerging category creation