Own and run the sales motion: qualify and close inbound deals, build outbound, manage renewals and expansions, navigate enterprise procurement/legal, and own CRM and sales tooling to grow ACV and revenue.
Shorebird's flagship product, Code Push, delivers tens of millions of patches globally every month. We continue to expand on our Code Push functionally and more products are on the way. Over the last 12 months we've 2.5x'd our paying users and 3.5x'd our revenue. We serve over 4,000 businesses every month worldwide, and we've gotten here almost entirely through inbound and product quality.
The market is large. There are over 1.5 million monthly active Flutter developers worldwide, and Flutter apps account for nearly one-third of all new App Store submissions. A fraction of them are using Shorebird currently. The pipeline builds itself as the community grows but it needs someone to work it.
We're a product-led company and intend to stay that way. But Fortune 500 companies are already finding us, and closing and growing those relationships takes someone who knows how to do it. That's this role.
While we do have the basics in place (CRM, pricing, some outbound tooling) you're coming to build on it and partnering with the rest of the team to grow our customer base and revenue numbers. We have a product people actually want, a stream of serious inbound, a customer base full of expansion opportunities. You're not building from zero. You're taking what's already working and making it run.
Work the pipeline:
- Handle inbound - Qualify, run, and close deals from first contact through signature.
- Build outbound - With marketing, identify high-value Flutter app developers, find ways to reach them, and build a repeatable motion.
- Grow existing accounts - Renewals, renegotiations, expansion. Stay close enough to know when things change before they become problems.
- Navigate enterprise procurement and legal - You'll have support from our operation steam on the paperwork side, but you own the relationship.
- Own our CRM and sales tooling - You'll inherit what we have and make it what it should be.
Make us smarter about how we sell:
- Grow ACV - We're working toward our first six-figure deals now and need to keep building that muscle.
- Spot larger opportunities - Help us recognize and pursue bigger customer and partnership contracts as they come.
- Fix what we're leaving on the table - We have Fortune 500 customers on plans that don't fully reflect the value they're getting. You’ll bring the experience to know where and how to close that gap.
- You want to sell, and you want to be close to a product you believe in. You're not here to manage people, you're here to own a number and close deals.
- You've done enterprise sales and know how it works: procurement, legal, multi-stakeholder deals, renewal cycles. You don't need to live exclusively in that world, but when a large company comes inbound, you know exactly what to do.
- You’re just as comfortable generating leads as working an existing pipeline.
- You understand technical buyers. Our customers range from individual developers to engineering leaders and CTOs. You earn their trust because you understand their world.
- You care about revenue the way engineers care about uptime. It's your number to move in order to help the company grow.
- 3-5+ years in a closing or commercial role at a developer tools or technical SaaS company.
- Experience with enterprise deals including multi-stakeholder sales, procurement, and legal steps.
- Comfortable being the only sales person for an extended period
- Located in North America (remote)
- Experience at a PLG company that had to figure out enterprise as it scaled
- Familiarity with the Flutter or mobile development ecosystem
- Prior experience as an early commercial hire at a startup
Our part-time commercial sales currently close around 2–3 deals per month at a decent contract amount for our current size. You'll own the revenue number and help define what hitting it looks like as the company scales.
- $130–160K base depending on experience and structure.
- Commission on new or expansion deals closed.
- Commission on renewal deals closed.
- A product that already works, with customers who already want more. You're not building from zero.
- A platform play, not a single product. More surface area to sell every year.
- Own the sales function at a company where the product does the heavy lifting.
- Direct access to engineering. You'll close a deal and talk to the same people who ship the fix.
- Small, senior team. No layers, no politics.
- 3–4 team offsites per year.
First Day
You'll start by opening Discord and asking questions. You'll spend the day getting access to everything - CRM, analytics, dashboards, customer data, pricing - and starting to form opinions. We'll walk you through the customer base: who's on what plan, which accounts are growing, which are quiet, where the obvious gaps are. By the end of day you should have a list of things that surprise you.
First Week
Two things will compete for your attention: inbound that needs handling and existing accounts worth a closer look. We'll work through both. You'll sit in on active deals and take them over as quickly as makes sense. You'll also start forming a point of view on outbound including who we should be targeting and why.
The other thing we want early: tell us what's broken. You're coming in with fresh eyes and experience we don't have. If pricing looks wrong, say so. If the CRM is a mess, fix it. If there's a category of company we should be calling that we're not, make the list.
First Month
By the end of week two you should have completed your first call solo, even if it's a check-in with an existing account. By the end of month one you should own the pipeline. You'll know which inbound leads are worth pursuing, which existing accounts have expansion potential, and where outbound should start.
First Quarter
By the end of Q1 you should be closing deals we wouldn't have closed without you and have a clear plan for the ones still in flight. You'll have a working outbound motion built on the tools we have today, expanded based on your guidance. You'll have told us at least once that we're undercharging someone important.
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