Sales & Account Executive

Data Drone runs a Zoho implementation practice that ships outcomes in 45 days. Not a license shop. Not a generalist consultancy. Every engagement starts with one Hero use case and ends with that use case running in production — owned by the client, with the runbook to grow it.

This role is the tip of the spear. The person who finds the door, locks the Hero, signs the agreement, and holds the relationship through delivery — so the retainer conversation is a partnership conversation, not an upsell.

You build a predictable, qualified pipeline of Zoho implementation deals across four doors — Rescue, Scale, Migrate, Build — and close them at the right tier with the Hero use case locked in writing before the pod is briefed.

You sell outcomes, not Zoho. You walk away from misfit deals. You sign the Service Agreement before any build work begins (the 48-hour partner-unmap wall is real, and that signature is how you protect the client AND the practice). You attend Day 0 kickoff and Day 45 closure. You hold the relationship through delivery — weekly written touch, CSAT pulse, attendance at the mid-point if engagement health goes yellow.

You will not be cold-calling lists and pitching Zoho licenses. You will be running consultative discovery, identifying which door a prospect walks through within the first call, defending pricing tiers without discounting reflexively, and reframing CEOs who say "just send me a proposal" into discovery conversations that produce real deals.

• EOD: two-line update to HOP; CSAT pulse on active engagements.
• Cultural maxim: "Find the door. Lock the Hero. Sign the agreement. We don't sell Zoho — we make one broken customer journey work in 45 days."
• Timezone Flexibility — clients pick NA / EMEA / APAC; we mirror.

• Own pipeline, forecast, and CRM hygiene; honest stages, honest close dates.
• Identify the door within the first discovery call (Rescue / Scale / Migrate / Build).
• Budget-qualify first. Walk warmly from misfits.
• Lock the Hero use case with SME-signed technical feasibility before any proposal goes out.
• Close with Requirements Pack signed, SOW countersigned, and Service Agreement signed BEFORE kickoff (non-negotiable).
• Brief EM at Day 0; attend kickoff; hand off cleanly.
• Hold the relationship through delivery — weekly written touch;
  Day-22 attendance if yellow;
  Day-45 closure attendance.
• Position the retainer as a separate engagement, never an add-on. Surface the next use case from the Charter roadmap.

• Proven hands-on selling implementation services — services firm, SI, or product-side consultative sales.
• Consultative selling fluency — you can run discovery, identify a problem under a stated problem, defend pricing without discounting reflexively.
• Familiar with Zoho or comparable mid-market platforms (Salesforce, Hub Spot, Freshworks, Microsoft Dynamics) — you've sold implementations into them.
• You walk away from misfit deals without escalation.
• You've closed deals where the signed agreement (not the verbal yes) was the close.
• You hold relationships through delivery — clients know you, not just your card.

• Zoho ecosystem fluency (CRM, Books, Desk, Creator) at the level of being able to discuss feasibility with an SME without pretending to be one.
• Multi-door selling experience — you can pivot between Rescue, Scale, Migrate, and Build conversations without losing the consultative thread.
• Experience with retainer / managed-service sales where the new engagement framing matters.

• Find the door first. ICP is the second filter. The door is the conversation.
• Budget-first qualification. No budget, no proposal. Walk warmly.
• Hero locked in writing. SME-signed feasibility.…