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Salary: USD 150,000 - 450,000 / annual
Lantern is building an AI-native operating system for the $9 trillion wholesale distribution industry. The company has grown from $0 to $5M ARR in 8 months, raised $7M from top VCs, and is in hypergrowth. You'll be one of the first two founding go-to-market team members, selling directly to executives who run America's largest distributors.
In this role, you'll represent Lantern at national and regional trade association conferences, building genuine relationships with distributor decision makers before introducing the product. You'll identify and prioritize the right prospects through research on who they are and what matters to them. You'll run the full sales cycle for distributors doing $50M+ in revenue—from first personal connection through proof of concept to signed contract. You'll build and manage your own pipeline in a market with no existing outbound playbook, partnering with founders to turn founder-led sales into a repeatable, scalable sales process.
The work is largely in-person and on-the-road. You'll travel extensively to conferences and meet with executives of some of the largest private companies in the world. You'll have the opportunity to write the sales playbook and shape the culture of the team that follows, working alongside the founding team in the San Francisco office.
Lantern guides purchasing for $1 billion of distribution inventory today and aims to reach $1 trillion. The company partners with leading distributors to deliver AI-powered purchasing recommendations that drive 30% leaner inventory, 10% higher sales, and 20+ hours saved per week per user.
REQUIREMENTS:
- 5+ years in sales, ideally full cycle, with a track record of success in highly relationship-driven deals
- Natural ability to build personal relationships with people you've just met and genuine enjoyment in doing so
- Comfort walking up to someone you don't know at a professional event and building rapport without leading with a pitch
- Strong homework habit: knowing who you're meeting and what will resonate before conversations start
- Credibility in the room with executives of large private companies
- Energized by heavy travel, including multi-day national and regional conferences
- Comfort operating without an established playbook as one of Lantern's first go-to-market hires
- Based in or willing to relocate to San Francisco, working in-office alongside the founding team
- No industry experience required; company will teach you the industry and product
NICE TO HAVE:
- Experience in supply chain, wholesale distribution, or industrial and B2B sales
- Existing relationships or network within the distribution or supply chain industry
- Early-stage startup experience
