Sales Leader / Account Executive

Hunter Partnerships

Build pipeline, convert relationships into revenue, and close complex $250K to $1M deals in a multi-channel, relationship-driven sales motion.

Why This Role Wins

• Multiple pipeline channels: outbound, podcast relationships, events, partnerships, and existing HubSpot leads that require re-qualification and structured conversion. You are never dependent on a single source or waiting on marketing.
• Direct access to the CEO on strategy, deal execution, and contract negotiation.
• Sell complex deals with US-based technical architects and engineers supporting you. You are never alone in technical conversations.
• A differentiated go-to-market built on a 180 episode podcast, executive networking, and hosted events, giving you warm entry points most AEs never get.
• Uncapped commission weighted toward performance. Top performers are expected to significantly exceed base salary through results.

The Opportunity

Sonatafy Technology delivers custom engineering solutions through Managed Delivery PODs (a US principal engineer paired with senior LATAM engineers, fully aligned to US time zones), consulting, and senior staff augmentation. Trusted by US-based companies across SaaS, healthcare tech, fintech, manufacturing, and enterprise software, with hundreds of successful engagements delivered since 2005. We sell to CIOs, CTOs, CEOs, and engineering leaders at organizations with 50 to 2,000 employees.

This is a revenue-first role. You will have real infrastructure behind you: technical experts supporting deal execution, a podcast engine producing warm relationships with senior technology leaders, an SDR team focused on booking podcast guests, and existing opportunities in HubSpot. But the majority of your pipeline will come from your own outbound efforts, podcast relationship conversion, partner development, and event-driven networking. Your success will be measured primarily by pipeline created, pipeline quality, and closed revenue.

Success in this role requires the ability to build relationships over time and convert trust into commercial outcomes. This is not transactional selling. You will work directly with the CEO on strategic deals, key accounts, partnership development, and go-to-market positioning.

This role is not a fit for transactional sellers or those looking for a purely inbound closing role.

Location and Work Model

Phoenix metro area only. We are not considering remote or out of state applicants. Hybrid, with one to two days per week in our Scottsdale office for collaboration with the CEO, CTO, and technical leadership on strategy sessions and deal reviews. The rest of your time is in the field: prospecting, running meetings, attending events, and building relationships. This role also requires occasional out of state travel for industry conferences, Sonatafy hosted events, and in person client meetings.

Sales Motion and Deal Context

Mid-market to enterprise engagements involving custom software development, managed delivery, and technical staff augmentation. Two primary buyer profiles: technology leaders (CIOs, CTOs, VPs of Engineering) evaluating engineering capacity and delivery reliability, and business leaders (CEOs, COOs, division heads) frustrated with the pace or output of their current technology teams. Both paths lead to the same engagement, but the entry points and pain language are different. Sales cycles require strong qualification, persistence, and deal control. You are selling outcomes, not hours.

• Typical engagement value: $250K to $1M annually
• Average sales cycle: 3 to 12 months
• Expectation: early pipeline development within 90 to 120 days, with closed revenue following as deals mature into consistent quarterly deal flow

This role carries a revenue quota aligned to deal size and sales cycle, with expectations tied to consistent quarterly pipeline generation and closed revenue.

Success in this role requires maintaining strong pipeline coverage (typically 3 to 5x quota) across multiple channels.

This is a high-activity, high-accountability role with consistent outbound, follow-up, and relationship development required weekly.

What You Own

Pipeline Creation and Revenue Conversion

Build net new pipeline through outbound prospecting (your primary self-generated source). Convert podcast guest relationships into commercial conversations. Re-engage and convert existing HubSpot leads. Convert qualified opportunities from the SDR team when available. Develop referral and channel partnerships. Maintain a diversified, self-driven pipeline at all times.

Outbound Strategy and Messaging

Create and execute custom email sequences tailored to both technical leaders and business leaders experiencing engineering delivery pain. Messaging must resonate differently depending on whether you are reaching a CTO evaluating capacity or a CEO frustrated with execution speed. AI tools support efficiency, but they do not replace thinking. Candidates should be prepared to demonstrate their outreach approach during the interview process.

Account Growth and Expansion

Own select accounts to drive expansion, upsell, and long-term value. Build multi-threaded relationships across technical and executive stakeholders. This is a revenue expansion responsibility, not account support.

Networking, Events, and Conferences

Represent Sonatafy at industry conferences, CTO roundtables, and vertical-specific events where target buyers gather. Plan and execute Sonatafy-hosted events: executive dinners, roundtables, and invite-only briefings designed to create high-trust environments with senior leaders. Every event should have a pipeline objective, a follow-up sequence, and measurable outcomes tied to pipeline creation and revenue in HubSpot.

Podcast to Pipeline Development

The Software Leaders Uncensored podcast is a primary relationship building channel. The SDR team books 10 to 20 senior technology leaders per month as podcast guests, giving you a steady flow of warm, high-credibility entry points into target accounts. Your responsibility is to engage these guests post-episode, build the relationship, and convert connections into qualified opportunities over time. This is a high-trust entry point, but it does not convert without active, structured development. You must be comfortable with longer nurture cycles and strategic patience.

Technical Sales Execution

Lead deal strategy and commercial ownership on every engagement. Partner with US-based technical architects for solution design, scoping, and technical buyer conversations. You own the deal, supported by deep expertise.

HubSpot and Sales Operations

Own pipeline hygiene, forecasting accuracy, and CRM discipline. Build dashboards for activity, pipeline coverage, conversion rates, and velocity. HubSpot is your system of execution, not just reporting.

What We Are Looking For

Required Experience

Proven success selling software development services or custom engineering solutions. Experience selling to both technology leaders (CIOs, CTOs, VPs of Engineering) and business leaders (CEOs, COOs) driving technology decisions from the business side. Proven ability to close multi-stakeholder, complex deals, not just generate pipeline. Track record building pipeline through outbound, converting aging leads, growing accounts, and developing partner-sourced pipeline. Experience converting warm relationships from events, content, or executive networking into commercial outcomes is highly valued.

Outreach and Messaging (Non-Negotiable)

Strong ability to write high-converting, customized outreach for technical and business buyers. Able to personalize at scale without sacrificing quality. Does not rely solely on AI generated content.

HubSpot Proficiency (Non-Negotiable)

Can build dashboards tracking activity, pipeline, and conversion performance. Understands lifecycle stages, deal flow, and funnel metrics. Maintains clean, accurate CRM data.

Operator Mindset

Organized, process-driven, and accountable. Uses data to manage pipeline and performance. Comfortable managing multiple pipeline sources simultaneously. Creates opportunities rather than waiting for them. Takes ownership of outcomes, not just activity. This role is not a fit for candidates who rely primarily on inbound pipeline or SDR-generated meetings to hit their number.

What Success Looks Like (First 6 Months)

• Podcast guest relationships converting into qualified pipeline.
• Existing HubSpot leads converting into active opportunities.
• Expansion revenue from key accounts.
• The majority of pipeline self-generated through outbound, partnerships, events, and podcast development.
• A structured event calendar producing warm relationships and new opportunities.
• Outbound sequences producing consistent engagement.
• Clean, reliable HubSpot reporting the CEO can act on.

Candidates who are not comfortable building pipeline consistently or operating without reliance on inbound will not succeed in this role.

Compensation

Base salary plus uncapped commission. Higher commission rates for self-sourced and partner-generated deals versus company provided opportunities. The compensation structure is weighted heavily toward performance. Top performers are expected to earn $250K annually, with no cap on upside. Candidates whose primary motivation is a high guaranteed base will not be a fit. This is built for people who bet on themselves and expect to be rewarded for results.

Benefits and Growth

• Direct collaboration with the CEO on high-impact deals and strategy.
• Hands-on mentorship in enterprise sales, partnerships, and deal execution.
• Opportunity to shape the company's go-to-market approach.
• Industry leading health insurance.
• Stock options and equity upside tied to company growth.
• Clear path into sales leadership or revenue ownership roles.
• Top performers will have the opportunity to take on broader revenue ownership, including team leadership and expansion of the sales function.