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Datarails is a financial planning and analysis platform that automates data consolidation, reporting, and planning for finance teams. The company has raised over $100 million in funding and has been recognized as the #1 most promising global startup by Globes, backed by 65+ leading VCs, and ranked among the best-paying mid-sized companies to work for in NYC by Built In.
As Sales Team Lead, you will operate in a true player/coach capacity—owning and closing your own business while leading a team of Account Executives to elevate their performance and consistently hit targets. This role is designed for a high-performing seller ready to step into leadership without stepping away from selling. You will lead by example, coach in critical moments, help shape deal strategy, and partner closely with Sales leadership to drive team performance.
Key responsibilities include:
- Carry an individual quota and manage your own book of business while prospecting, running discovery, demonstrating value, negotiating, and closing new deals.
- Coach and support Account Executives in strengthening sales skills, managing pipelines, developing deal strategy, and working toward targets.
- Serve as a hands-on resource during key sales cycles—joining calls, helping navigate objections, developing negotiation strategies, and supporting complex deals.
- Conduct regular deal reviews, pipeline reviews, call coaching, and skill development sessions.
- Reinforce Datarails' sales methodology and playbook through coaching and field execution.
- Identify performance trends, pipeline gaps, and improvement opportunities using data and sales metrics.
- Support onboarding and ramp of new Account Executives, establishing strong selling habits from day one.
- Share field feedback and identify opportunities to improve sales processes, messaging, enablement, and execution.
- Partner with Director and VP of Sales on team performance, forecasting, and broader sales initiatives.
- Serve as a trusted mentor and culture carrier while developing your own leadership capabilities.
Requirements:
- 3+ years of proven success as a quota-carrying SaaS Account Executive, ideally in a high-growth or early-stage environment.
- Consistent history of meeting or exceeding individual sales targets.
- Demonstrated leadership potential through mentoring, coaching, onboarding, enablement, or serving as an informal leader within a sales organization.
- Experience selling complex SaaS solutions to SMB and/or mid-market customers in a high-velocity sales environment.
- Previous experience selling to finance teams and/or the CFO's office strongly preferred; knowledge of FP&A processes is a plus.
- Strong deal strategy, discovery, negotiation, and closing capabilities, with ability to help others improve in these areas.
- Working knowledge of modern SaaS sales methodologies such as Challenger, Sandler, Force Management, MEDDPICC, or other value-based selling methodologies.
- Data-driven approach to pipeline management, forecasting, and performance.
- Ability to balance your own revenue responsibilities with the success and development of others.
- Collaborative, low-ego leadership style with genuine interest in helping others succeed.
- Experience thriving in an "up & comer" environment where processes are still evolving.
- Bachelor's degree in finance, accounting, economics, or related field is a plus.
