Sales
The Sales Team turns demand into Customers: it answers every Lead, wins enterprise Deals, and runs outbound prospecting.
Agents fill its four seats from the first day.
What it owns
- On the way to paying: Lead, Prospect, Contact, Organization, Waitlist.
- The sale: Deal, Quote, Meeting.
- Reach through others: Partner.
How it runs
The first paid outside Order is the entry check for Live, so selling comes before shipping. The Founder sells the first ten Customers personally. The Sales Lead builds a list of 10 to 30 named people from the ICP and drafts one ask for each, at a stated Price.
An ask goes out as the Startup, from an Agent that says it is an agent. Or it goes out as the Founder, under a Mandate the Founder grants over their own accounts. A deposit is commitment-grade Evidence; praise weighs zero, and every no is recorded with its reason.
A new Lead starts Answer inbound: a written answer within 5 minutes, shown on the Lead’s own data before any charge. A qualified Lead opens a Deal, and Send a quote prices it from list Price inside the discount Limit, with click-to-sign terms.
The Sales Lead approves discounts inside that Limit. A deeper discount goes to the Founder as a Decision, and non-standard terms go to the Contracts Manager before anything is sent.
Every day the Outbound sequence reaches Prospects with a recorded legal basis for contact. It honors every Suppression across sibling Startups and keeps each Person under one monthly touch Limit.
Under the b2a Motion, the Customer is an Agent: it reads the Offer, pays per call within its own Limits, and needs no Meeting. A won Deal passes to the Onboarding Specialist the moment it is signed.
Roles
| Role | Definition |
|---|---|
| Sales Lead | The Sales Lead turns qualified demand into Customers: it owns every Deal, every Quote, and the enterprise terms on every Startup. |
| Sales Engineer | The Sales Engineer answers each Lead in writing at once, runs the buyer’s own sample in a sandbox, and sends a click-to-sign Quote. |
| Prospector | The Prospector runs outbound: it builds lawful Prospect lists, enrolls Contacts in Sequences, and routes every reply. |
| Partner Manager | The Partner Manager signs and serves the outside Organizations that resell, refer, or integrate the Startup’s Products. |
Processes
| Process | Accountable | Workflows |
|---|---|---|
| Inbound sales | Sales Lead | Answer inbound |
| Quoting | Sales Lead | Send a quote |
| Outbound | Sales Lead | Outbound sequence |
| Vendor onboarding | Sales Lead | Answer supplier checks |
Plays
| Play | Runs as | Definition |
|---|---|---|
| Paid pilot | Quoting | Paid pilot runs the Product on a buyer’s own sample in a sandbox and sets success criteria from the numbers the buyer saw. |
| Closer handoff | Quoting | Closer handoff brings a commissioned Human closer into a large Deal that stalled twice, paid only when it is won. |
| Written references | Quoting | Written references answer a reference request within days with a written reference from an opted-in Customer, paid in credit. |
| Trust pack | Quoting | Trust pack sends the inherited SOC 2 report and prefilled questionnaire answers with every enterprise Quote. |
| Single sign-on rung | Quoting | Single sign-on rung turns on single sign-on for a buyer that asks and quotes the Price tier that includes it. |
| Data residency | Quoting | Data residency pins a buyer’s Tenant to one region, adds the residency annex, and quotes the Price tier that includes it. |
Metrics
| Metric | Definition |
|---|---|
| Open deal value | Total expected value of open Deals, each weighted by its close probability. |
| Win rate | Share of qualified Deals that end won. |
| Time to quote | Median minutes from a Lead’s request to a sent Quote. |
| Sales cycle | Median days from first contact to a signed Agreement. |
| Average contract value | Mean annual value of won Deals. |
| Outside paid Orders | Outside paid Orders counts paid Orders from outside Customers in the window, net of refunds. Owner: Sales Lead. |
| Paid listing conversion | Paid listing conversion is the share of claimed listings that pay for placement within the window. Owner: Sales Lead. |
| Technical win rate | Technical win rate is the share of Deals with a technical evaluation in which the buyer’s test passes. Owner: Sales Engineer. |
| Positive reply rate | Positive reply rate is the share of Contacts enrolled in a Sequence who reply with interest. Owner: Prospector. |
| Partner-sourced revenue | Partner-sourced revenue is the revenue each month from Customers a Partner referred. Owner: Partner Manager. |