Job Overview
Location
United States
Job Type
Full-time
Category
Software Engineering
Date Posted
June 4, 2026
Full Job Description
đź“‹ Description
- • Own agency revenue by carrying a personal enterprise sales quota and closing complex deals while coaching reps on SMB and midmarket motions to shorten cycles and model effective sales behaviors.
- • Co-sell directly with Account Executives on enterprise opportunities, demonstrating the full sales cycle from discovery to close and providing real-time feedback to improve team performance.
- • Run structured weekly pipeline reviews in HubSpot to identify deal stagnation points, implement corrective actions, and track the impact of interventions on conversion rates and cycle times.
- • Define and refine the Ideal Customer Profile (ICP) for midmarket travel agencies, translating insights into actionable marketing inputs such as target firmographics, trigger events, and behavioral signals.
- • Own all HubSpot operations including pipeline hygiene, stage definitions, activity logging, and forecasting accuracy—ensuring every opportunity is tracked, updated, and measurable.
- • Build and document a repeatable enterprise sales playbook covering objection handling, demo flows, negotiation tactics, and closing rituals to accelerate ramp time for new Account Executives.
- • Recruit, onboard, and develop new sales talent by identifying high-potential candidates, designing ramp plans, and mentoring reps to achieve consistent quota attainment.
- • Partner closely with marketing to align outbound campaigns with the ICP and GTM strategy, ensuring marketing-generated leads are qualified, targeted, and conversion-ready.
- • Maintain precise visibility into monthly agency revenue outlook, EOY trajectory, and key risks or tailwinds affecting sales performance across segments.
- • Lead by example as a player/coach: actively close deals while simultaneously elevating team performance through coaching, feedback, and process improvement—not just managing.
- • Scale the sales motion by identifying gaps in current processes, implementing scalable systems, and ensuring operational excellence across all stages of the sales funnel.
- • Drive adoption of data-driven decision-making by relying on HubSpot metrics and pipeline analytics rather than intuition to guide forecasting, hiring, and strategy adjustments.
- • Champion Tern’s operating principles by deeply understanding travel agency customers, speaking up with constructive dissent, embracing operational rigor, and maintaining a humble, curious, and fast-moving culture.
🎯 Requirements
- • Individual sales track record: You’ve carried and consistently hit quota, not just managed people who do, and can still run a full sales cycle from discovery to close.
- • Coaching and rep development experience: You’ve taken an inconsistent rep to consistent quota attainment through behavioral change, not just more meetings.
- • Enterprise and SMB sales fluency: You understand and can execute both fast-cycle SMB deals and 90-day enterprise motions, and teach both effectively.
- • Pipeline rigor with HubSpot: You enforce strict hygiene, accurate forecasting, and detailed activity logging—“If it’s not in HubSpot, it didn’t happen.”
- • ICP and GTM fluency: You can define a target customer precisely enough for marketing to build a list from it and close the loop between outbound and conversion.
- • 4–7+ years in B2B SaaS sales, with at least 2 years in a player/coach or sales leadership role.
🏖️ Benefits
- • Competitive salary, equity, and benefits package
- • Be part of a mission-driven team transforming the travel planning space
- • Work with a supportive, curious, and creative team
- • Influence and shape our sales strategy from the ground up
Skills & Technologies
About Tern Limited
Tern is a leading provider of advanced cybersecurity solutions, specializing in endpoint security and threat intelligence. The company offers a comprehensive platform designed to protect businesses from sophisticated cyber threats, including malware, ransomware, and zero-day exploits. Tern's technology leverages artificial intelligence and machine learning to detect and respond to threats in real-time, ensuring continuous security for endpoints and networks. Their solutions are utilized by organizations across various industries to safeguard sensitive data, maintain operational continuity, and comply with stringent security regulations. Tern is committed to staying ahead of evolving cyber threats through continuous innovation and a deep understanding of the cybersecurity landscape.
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