Enterprise Sales Specialist

The role

Help us build the sales engine for an AI company.

We are looking for an exceptional B2B technology salesperson to join us at an early stage and help build our commercial engine.

This is not a role where you receive a list of leads, follow a script and update a CRM. You will be expected to create opportunities, understand customers, close business and help us work out how TaloTrace should be sold.

What you will do

Build pipeline

• Identify and prioritise companies that are likely to have a strong need for TaloTrace.
• Research accounts, buyers and relevant business or technical signals.
• Generate outbound opportunities through email, LinkedIn, calls, referrals and other creative approaches.
• Build and maintain a healthy pipeline rather than waiting for leads to arrive.
• Experiment with messaging, targeting and channels to improve conversion.

Sell

• Run discovery conversations and understand what is actually driving the customer’s buying decision.
• Ask good questions, listen carefully and identify the customer’s underlying problems.
• Present TaloTrace clearly and persuasively to technical and business stakeholders.
• Adapt your pitch to different buyers and situations.
• Handle objections without becoming defensive or overly scripted.
• Qualify opportunities and decide where to spend your time.
• Navigate multiple stakeholders, evaluations, negotiations and procurement.
• Close new business.

Grow and retain customers

• Make sure customer expectations are aligned after a sale.
• Work with internal teams to resolve customer concerns.
• Recognise opportunities for expansion, upsell and cross-sell.
• Re-engage inactive or unhappy customers where appropriate.
• Develop strong customer relationships that create repeat business and referrals.

Build the sales system

• Use HubSpot as a core part of your daily workflow.
• Keep pipeline and customer information accurate.
• Develop and improve qualification and follow-up processes.
• Identify bottlenecks in the sales funnel.
• Track what is working and what is not.
• Turn customer conversations into better messaging, targeting and processes.
• Work directly with the founders and the wider team to improve our go-to-market motion.

What we are looking for

We are less interested in impressive job titles and more interested in evidence that you can sell. You may come from an Account Executive, Business Development, Sales Development, Sales Manager, Account Management, Solutions Sales, Technical Sales or similar background. What matters is what you have actually done.

Proven sales ability

• Revenue or quota attainment
• Deals you personally helped close
• Pipeline you personally generated
• Successful outbound campaigns
• Customer expansion or retention
• Recovery from difficult sales periods
• Sales processes or strategies you improved or created

We value people who can explain their personal contribution, not just what their team achieved.

Strong commercial judgement

• Identify a real customer problem.
• Recognise whether an opportunity is genuinely qualified.
• Understand buyer motivation.
• Prioritise the right accounts and opportunities.
• Recognise buying signals and warning signs.
• Know when to push, when to adapt and when to walk away.
• Connect customer pain to business value.

Communication and persuasion

You must be highly fluent and persuasive in at least one of English or Vietnamese. Fluency in both is preferred, but not required. You should be able to:

• Build trust quickly.
• Ask thoughtful questions.
• Listen.
• Explain complex ideas simply.
• Persuade without sounding robotic.
• Handle difficult conversations.
• Communicate confidently with customers.

Technical curiosity

You do not need to be an engineer. But you should be comfortable learning technical products and speaking with technical buyers.

Experience selling products such as SaaS, AI, developer tools, cybersecurity, cloud or infrastructure, QA and testing, data or enterprise software is highly relevant.

You should enjoy understanding how the product actually works, not just memorising a pitch.

Strong outbound instincts

You should be comfortable creating pipeline rather than relying entirely on inbound:

• ICP and account research
• Contact selection
• Personalisation
• Outreach and follow-up
• Lead nurturing and re-engagement
• Conversion measurement and iteration

Most importantly, you should have evidence of having done this yourself.

CRM discipline

Experience with HubSpot is strongly preferred, across leads, opportunities, activities, follow-ups, pipeline stages, forecasting and reporting.

You should see the CRM as part of your sales operating system, not administrative work that someone else should handle.

The kind of person who will do well here

• You take ownership. You see a problem and work out how to solve it.
• You move quickly. You do not need a perfectly documented playbook before taking action.
• You learn aggressively. You can learn a technical product, understand the market and improve your approach quickly.
• You think independently. You are comfortable challenging assumptions and proposing a better way.
• You stay close to the customer. You listen carefully and use what customers tell you to improve your selling.
• You stay resilient. You can recover from a bad month, a lost deal or a difficult customer without losing momentum.
• You care about results. You enjoy being measured by outcomes.

What makes this role different

You will not be joining a mature sales organisation with everything figured out. You will help us figure it out.

Your responsibilities may evolve as we learn more about which customers benefit most from TaloTrace, which buying signals matter, which sales approaches work, which messages resonate, how we structure our pipeline, how we expand accounts and how we build a repeatable sales process.

We want someone who sees that ambiguity as an opportunity. You won’t just be operating the sales machine. You’ll help build it.

Compensation

Competitive base salary plus uncapped commission.

Your earning potential is directly connected to the revenue you create. We are open to calibrating the package based on your experience, track record and level of responsibility.

How we assess candidates

We care about what you have actually done. We will ask about:

• Previous sales achievements
• Sales strategies you have personally used
• Outbound pipeline generation
• Qualification and sales frameworks
• Buyer signals
• Sales pitches
• Objection handling
• Customer retention and expansion
• CRM experience
• Sales process improvement
• A practical TaloTrace sales case

We may ask you to explain and defend your answers in the interview. We are far more interested in a real sales story than a perfect CV.

You do not need to tick every box

We are looking for exceptional people, not perfect CVs.

Maybe you have sold a highly technical product but never worked in QA. Maybe you are an outstanding Vietnamese-speaking salesperson with strong commercial instincts but your English is still developing. Maybe you have only a few years of experience but an unusually strong record of building pipeline and closing difficult deals.

What matters is whether you can learn, sell, take ownership and produce results. If you think you can do that, we’d like to meet you.