What are the responsibilities and job description for the SaaS Sales Representative position at ProActivate?
Your Role
You will own the full-cycle sales process in a true hunter role: prospecting, running discovery, delivering demos, building champions, crafting proposals, negotiating, and closing new logos in the ethics & compliance SaaS space.
You will primarily sell into mid-market HR, Compliance, Legal, and Risk leaders—typically organizations still running ethics programs on spreadsheets, inboxes, and outdated legacy tools—and help them transform into a modern, automated platform (“Brownfield Transformation” sales).
This is a high-autonomy, high-accountability role. 50–80% of your pipeline will be supported through SDRs and marketing, but the best reps supplement that with proactive outreach and regularly earn $220K (our current top rep is tracking $220K against a $140K OTE after two years).
We are only hiring proven, self-directed SaaS salespeople who bring expert-level craft, intellectual curiosity, and a record of raising the bar. If you require heavy hand-holding or need a perfect playbook, this role will not be a fit.
Key Responsibilities
• Own the entire sales cycle: outreach, discovery, multi-threaded demos, ROI proposals, negotiation, and close.
• Conduct business-level discovery that reframes manual-process frustrations into mission-critical business pain.
• Deliver demos that clearly articulate measurable outcomes and ROI.
• Maintain disciplined pipeline management with rigorous MEDDIC (or equivalent) qualification.
• Partner with SDRs to maximize provided leads, while generating your own opportunities.
• Collaborate with Marketing, Customer Success, and Solutions Engineering.
• Consistently meet or exceed quarterly and annual quotas.
• Occasional travel for team events, training, and key meetings (primarily Charlotte).
Non-Negotiable Requirements
• 2 years full-cycle B2B SaaS experience with a strong record of quota achievement.
• Success selling consultatively into mid-market (3–6 month cycles, multi-stakeholder deals).
• Expert-level mastery of a structured sales methodology (MEDDIC, Challenger, Sandler, etc.).
• A proven 'bar-raiser' story demonstrating you improved team performance personally.
• Ability to ramp quickly using self-built systems; proactive escalation when stuck.
• Based in or willing to relocate to Charlotte, NC (hybrid 1–2 days in office).
• Must be legally authorized to work in the U.S. (no sponsorship).
Success Traits of Top Performers
• Inquisitive & Diagnostic – asks 2nd– and 3rd-level questions to uncover real pain.
• Discerning & Skeptical – avoids happy ears and qualifies ruthlessly.
• Challenger Mindset – reframes problems and leads risk-averse buyers.
• Structured & Organized – pre-call prep, pipeline discipline, CRM rigor.
• Collaborative & Coachable – servant-leader mindset; helps teammates win.
• Tenacious & Proactive – treats inbound leads as leverage, not dependency.
Compensation & Ramp
Year 1 OTE: $160K–$180K (50/50 split, uncapped)
Year 1 Quota: $720K full / $540K ramp target
Accelerators: 1.5× at 100–125%; 1.5× retroactive above 125%
3-month commission guarantee tied to onboarding milestones
Top performers earn $220K and only started in 2024
Full healthcare, 401(k) match up to 4%, ~4 weeks PTO flexibility
Salary : $160,000 - $180,000