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Salary: USD 100,000 - 200,000 / annual
Standard Template Labs is an early-stage, AI-native startup rebuilding service and configuration management from the ground up. The company has raised $49M from top-tier venture funds and is focused on replacing legacy enterprise tools with a modern, AI-native platform designed for IT and service leaders.
This is a full-cycle sales role targeting mid-market organizations (2,000–10,000 employees). You will own the entire sales process from prospecting through close, selling to IT Directors, Service Managers, and senior IT leaders. As an early go-to-market hire, you'll help define the company's mid-market sales strategy and approach.
Key responsibilities include generating your own pipeline through proactive outbound prospecting, running full-cycle deals across multiple IT and service stakeholders, articulating the AI-native value proposition credibly, and maintaining accurate forecasting and CRM hygiene. You'll partner closely with the CEO, engineers, and product managers to refine positioning, shape the sales narrative, and feed product insights back to the roadmap.
The ideal candidate has 4–7 years of B2B SaaS sales experience with at least 2+ years of full-cycle new-business closing. You should be comfortable generating your own pipeline and closing net-new logos rather than expanding existing accounts. Experience selling into IT, service management, or adjacent operational software is a plus. You'll need strong discovery and deal-management instincts to navigate multi-stakeholder buying committees and thrive in a fast-paced startup environment with end-to-end ownership.
The role is based in the Flatiron District office in Manhattan, with five days per week on-site and travel to customers and events as needed. You'll work directly alongside the founding team in a collaborative, supportive environment that values craftsmanship, autonomy, and technical excellence.
