About Totango
At Totango, we’re on a mission to help businesses grow by investing in their customers. Totango’s Customer Growth Platform is centered around the entire customer journey by providing a single source of truth for insights, health monitoring, cross-functional collaboration, and workflow automations. Join us on our mission to help businesses thrive!
Who we are:
- Bias for action.
We don’t wait. We use good judgment, make decisions quickly, and keep things moving — even if that means learning by doing - Constructive dissent.
We speak up and debate ideas with respect. Once a decision is made, we align and move forward as a team. - Assume Positive intent.
We assume the best in each other. No politics, no blame — we are one team working toward a shared goal. - Clear communication.
We don’t rely on guesswork. We’re specific with our words and always make sure decisions are clearly understood. - Work > meetings.
Meetings help us get aligned, but the real work happens during focused time and with customers. We protect that time fiercely. - Nothing is sacred.
We’re not tied to how things were done before. We adapt fast, iterate often, and build what’s right for what’s next.
About the role
You’re excited about selling the future of post-Sales and thrive in a fast-moving, high-growth environment. You bring high energy, sharp thinking, and an entrepreneurial mindset to everything you do. You’re personable, consultative, and see Sales as a true partnership—not just a transaction. You have solid B2B Sales experience, and if you’ve sold CRM, revenue intelligence, or other category-creating software before, even better. You’re comfortable experimenting, moving fast, and sharing your learnings along the way.
What you'll do
- Spread the good word of the new methodology of Customer Success and Post-Sales teams: Customer-Led Growth through Value Realization. We’re not selling tech, we’re selling a strategy with tech to enable it.
- Help prospects and customers understand the ROI of a partnership with us, helping them get the project prioritized + budget approved / released internally.
- Own the entirety of the sales cycle: prospecting, qualification, pitch, demo, negotiations, signatures, and alignment post-sale for success value delivery along their customer journey. Both new logos and upsells / cross-sells to existing customers.
- Partner with stakeholders like Solutions, Marketing, SDR, and Value (CSM) and exec teams for many needs across the sales cycle and customer journey
- Master this new world of outbound, using creative approaches and new tools to create repeatable, durable pipeline generation.
- Crush your activity, pipeline, and revenue goals on a quarterly basis.
- Create compelling use cases through opportunity analysis, building strong customer relationships and applying your depth of experience.
- Generate short-term results while maintaining a long-term perspective to maximize overall revenue generation
- Prepare formal proposals, produce price quotes, work with management on contract negotiations, and gather all necessary paperwork to process orders
Qualifications
- Experience managing and closing complex sales-cycles using solution-selling and value-selling techniques
- 3-5 years of your most recent years in B2B software sales experience, SaaS/Application sales required
- Experience in areas relating to CRM, revenue intelligence, business process automation, etc.
- Track record of success selling complex solutions to matrixed organizations
- Track record of consistently over-achieving quota (top 10% in your company)
- Strong interpersonal and presentation skills
- Exceptional verbal and written communication skills
- Ability to travel to prospects and customers
- Bachelor’s degree or equivalent experience
Your base pay is one part of your total compensation package and is determined within a range. The base salary range for this role is from $110,000 USD to $160,000 USD per year. This role is eligible for a variable compensation when quotas and metrics are met.
We take into account numerous factors in deciding on compensation, such as experience, job-related skills, relevant education or training, and other business and organizational requirements. The salary range provided corresponds to the level at which this position has been defined.
Totango is an equal opportunity employer, meaning that we do not discriminate based on race, religion, national origin, gender identity, age, sexual orientation, or any other protected class. Diversity is more than just good intentions; we are committed to creating an inclusive environment for all employees