This is a remote position.
ShapeScale is hiring our first full-time Founding Sales Rep (Full-Cycle). This is a founding sales role at a ~10-person startup doing $2M+ ARR.
There is no marketing team, no SDR, and no warm lead pool. Your job is to build pipeline from nothing using systematic outbound, then demo, close, and document the playbook so the next hire does not start from zero.
The sale is SMB, not enterprise. Average deal: $3K-$10K ACV. Cycle: under 3 months. You will sell to clinic owners, med-spa operators, wellness businesses, and medical weight-loss practices.
What you will do:
Build target account lists from scratch
Run multi-channel outbound: cold calls, cold email, LinkedIn, Instagram DMs, SMS, referrals, events, and other creative channels
Own the full-cycle sales process from prospecting to close
Run product demos and close $3K-$10K deals
Maintain a disciplined CRM with activity history, stage definitions, and forecast accuracy
Work backwards from revenue targets into weekly outreach, demo, and close plans
Document scripts, cadences, objection handling, ICP criteria, and repeatable sales processes
Partner directly with the founders on sales strategy, messaging, and market feedback
Attend 2-3 trade shows per quarter, domestic and possibly international
Requirements
3-5+ years in B2B sales where you personally sourced at least 50% of your own pipeline
Experience selling to SMBs with deal sizes in the $3K-$20K range and sales cycles under 3 months
Proven full-cycle experience: outbound prospecting, demos, negotiation, close
Strong cold outbound ability, especially cold calling
Quantitative pipeline ownership: you can work backwards from a revenue target to a weekly activity plan
CRM discipline: clean pipeline, activity history, stage definitions, and forecast accuracy
Experience with sales automation or prospecting tools such as Apollo.io, ZoomInfo, LinkedIn Sales Navigator, Clay, or similar
Comfort using AI-powered sales tools such as OpenClaw, Claude Cowork, Codex, or similar
Startup or small-team experience where you did not rely on a marketing team or SDR pool
Excellent communication skills and high ownership
Preferred:
Experience selling to wellness, fitness, aesthetics, beauty, med-spa, medical clinic, or related SMB markets
Experience with Attio, ActiveCampaign, or similar modern CRMs
Existing network in aesthetics, wellness, med-spa, clinic operations, or related verticals
Benefits
$80,000 base salary
Uncapped commission, with ~$140,000 OTE at plan and $200,000+ upside for high performers
1.5% founding equity, 4-year vesting with 1-year cliff
Health, dental, and vision insurance
Remote-first role, US only
Unlimited PTO
Direct founder collaboration and real ownership over the first repeatable outbound sales motion