Sales Operator; Enterprise

Data Drone builds 0-1 SaaS products and the team that ships them. No bosses, no managers — the playbook manages, the copilot tracks. Every role owns a small, defined space with extreme accountability. We sell the SaaS product to multi-location businesses as infrastructure, not as a tool — and the difference matters in how we sell.

You'll close enterprise deals for multi-location brands that already have outlets, already have customers, and are already frustrated that their current operation doesn't reflect what actually happens on the ground. You'll run discovery calls, deliver demos, produce proposals, negotiate terms, and hand signed deals to the onboarding team — with every detail they need to activate.

You sell infrastructure: the product installed across the customer's footprint, with outcomes that compound month over month. You never pitch a "tool." You pitch outcome.

• Per call: qualify against the Qualification Scorecard before pitching, then run discovery using the 5-phase framework — don't pitch in the first 20 minutes.
• Within 48 hours: deliver a buyer-specific executive summary — their words, not a template.
• Daily: keep every deal in CRM with a stage, next action, and close date.
• Per close: hand off to Onboarding with complete context — zero surprises.
• From Day 45: position account growth and renewal, not at contract expiry.

• Run discovery calls using a structured 5-phase framework — not winging it
• Qualify every deal against the Qualification Scorecard before pitching
• Deliver executive summaries within 48 hours of qualified calls — specific to the buyer, not template
• Negotiate and close deals with multi-location brands (25+ outlets)
• Hand off signed deals to the Onboarding team with complete context — zero surprises
• Position account growth and renewal from Day 45, not contract expiry
• Maintain the B2B Sales System and all sales templates

• Proven B2B sales experience — SaaS, martech, operations tooling, or infrastructure. Closing, not just pipeline.
• You can run a discovery call that surfaces buyer pain without pitching for the first 20 minutes.
• You can produce a one-page executive summary that makes a VP want to bring their team into the next call.
• You maintain CRM discipline: every deal has a stage, next action, and close date. No exceptions.
• You can qualify out. Disqualifying a bad-fit deal cleanly is as important as closing a good one.
• You handle objections by reframing, not retreating.

• Experience selling to multi-location businesses — QSR, hospitality, fitness, retail, franchise, healthcare
• Experience with infrastructure or platform sales (not just SaaS subscriptions)
• Experience with a B2B CRM platform
• Comfort with AI copilots for research and proposal drafting

• Infrastructure, not marketing. You sell what gets installed and what it produces — not a dashboard, not a tool, not a "solution."
• Qualify before you pitch. The scorecard exists for a reason. No proposal before qualification.
• Their words, not yours. The best proposals quote the buyer's own articulation of the problem.
• Speed signals seriousness. Executive summary within 48 hours. Follow-up within 24 hours.
• Clean disqualification is a skill. Disqualifying cleanly is as valuable as closing.
• Never promise what doesn't exist. The trust you build by being honest outlasts the deal you'd lose by over promising.

• 30 Days — B2B Sales System internalized. Product positioning understood. First discovery call run. CRM discipline established.
• 60 Days — Pipeline building. Proposals landing. Qualification scorecard applied consistently. Handoff quality validated.
• 90 Days — First deal closed. Pipeline consistently growing.…