Deeptune
Domain Expert - Sales
1mo ago
USARemotecrmmeddicmeddpiccbantpipeline managementlead qualification
Sales domain expert with strong CRM experience to manage pipeline, lead qualification, and deal management.
Responsibilities
- Review sales work and AI outputs for accuracy, completeness, and sound judgment
- Create or evaluate realistic sales tasks, accounts, personas, call transcripts, and CRM and CPQ scenarios
- Identify errors in outreach, discovery, qualification, opportunity hygiene, quotes, forecasts, or deal strategy
- Explain sales decisions, tradeoffs, assumptions, and risks in clear language
- Help define high-quality outputs for sales-specific AI agents
- Contribute examples of real-world deal-cycle workflows, edge cases, and professional judgment calls
- Collaborate with technical and domain teams to improve AI performance in go-to-market contexts
Nice to have
- The following certifications and memberships are useful proxies, preferred but not required:
- Methodology certifications such as MEDDIC / MEDDPICC, Challenger, Sandler, Winning by Design, Command of the Message, SPIN, or Miller Heiman
- Platform certifications such as CRM administrator or CPQ-specialist credentials, or sales-engagement and conversation-intelligence platform badges
- General sales credentials such as CPSP (NASP) or AA-ISP / Emblaze
- Membership in professional communities such as Bravado, Pavilion, RevGenius, or Sales Hacker
Conditions
- Compensation is competitive and aligned with expertise, scope, specialization, and impact.
- Typical hourly range: $70 - $100 USD
- Exceptional or highly specialized go-to-market expertise, as well as fractional sales leadership, may exceed this range
- Ongoing collaborations may be structured as monthly retainers rather than hourly billing
- Final compensation depends on subdomain, professional experience, geographic location, project complexity, and engagement structure
- Specialized expertise in areas such as enterprise and complex deal strategy, multi-stakeholder deal orchestration, CPQ and non-standard pricing, high-stakes negotiation, or senior and enterprise AE work may command higher compensation depending on project needs
Other
- We are especially interested in experts with hands-on CRM experience across one or more of these subdomains:
- Prospecting & Account Research
- Building and enriching pipeline: importing, deduplicating, and enriching leads and contacts, with the CRM as the system of record for who is in play
- Account and territory research, ICP-fit assessment, and trigger-event identification
- Buying-committee mapping across economic buyer, champion, technical evaluator, and blocker, plus org-chart navigation
- Multi-touch outreach sequencing across email, call, and social, with personalization at scale
- Pre-call prep and account briefs grounded in prior activity, CRM history, and external signals
- Lead / Opportunity Qualification
- Applying MEDDIC, MEDDPICC, or BANT to score fit and conversion likelihood
- Discovery that uncovers and quantifies pain, decision criteria, decision process, and timeline
- Distinguishing genuine pipeline from happy-ears and disqualifying early, the gate that keeps the pipeline real
- Lead scoring, routing, and SQL / opportunity acceptance against agreed criteria
- Qualification notes and meeting briefs that hold up to AE and manager review
- Pipeline & Deal Management
- Opportunity hygiene: keeping fields, amounts, close dates, contacts, and next steps accurate and current
- Stage progression against exit criteria, plus aging and stalled-deal management
- Forecasting roll-ups (commit, best-case, pipeline) with stage-progression reasoning
- Pipeline reviews, deal inspection, and slippage and risk identification
- The core day-to-day "live in the CRM" maintenance and data-entry workflow
- Deal Orchestration
- Logging and coordinating cross-functional stakeholders: legal, security, finance, procurement, and deal desk
- Tracking handoffs, approvals, and dependencies against the opportunity record
- Managing security reviews, MSA and redline routing, and procurement workflows
- Mutual action plans and close plans spanning internal and customer stakeholders
- Keeping the opportunity record the single source of truth for deal status
- Closing & Negotiation
- Pricing, quoting, and CPQ configuration, including discounts and non-standard terms
- Negotiation, concession trading, and value defense
- Redlines, contract terms, and order-form execution
- Driving stage to closed-won and handoff to onboarding or customer success
- Win/loss capture and CRM closeout
- These sub-verticals reflect the day-to-day workflow of an account executive living in the CRM, from prospecting and qualification through pipeline and deal management, deal orchestration, and close.
- An account executive runs the whole deal inside one recurring stack, and experts should be fluent across it: the CRM (system of record), sequencing, dialer, and prospecting data, conversation capture, CPQ and quoting, forecasting and pipeline inspection, contracting, a productivity suite (mail, calendar, docs, sheets, decks), and team chat. The artifacts that move through it, such as call transcripts, discovery notes, email threads, sequences, account and buying-committee maps, mutual action plans, proposals, quotes and order forms, forecast workbooks, redlines and contracts, and the CRM opportunity record, are what experts review, create, and grade.
- These systems describe the same deal from different angles, and the CRM opportunity, the email thread, the calendar, the chat approvals, and the shared docs should all agree. A core part of the AE's job, and a rich source of agent error, is reconciling them: catching a stage the email contradicts, an approval claimed in chat but missing from the record, or a next step no meeting supports.
- A key part of the role is helping define what "good sales judgment" looks like in practice: how to tell a genuinely qualified deal from happy-ears, how to read a buying committee and decide who to multi-thread, how to keep an opportunity record honest, when a discount is justified and what to escalate, how to weight a forecast call against the signal trail, and how to explain the why behind a deal strategy rather than just the next step.
- Have 3–8+ years carrying or directly supporting a quota, with hands-on CRM ownership of the deal cycle (or deep ownership of at least one stage above), typically as an SDR/BDR, Account Executive (SMB through Enterprise or Strategic), Senior or Enterprise AE, Account Manager, or sales manager; deal-desk, sales-engineering, or RevOps backgrounds are welcome for the quoting and orchestration stages
- Come from B2B SaaS or software (SMB to enterprise) or a tech-adjacent vertical such as fintech, healthtech, martech, cybersecurity, or devtools, or another complex, multi-stakeholder B2B sales environment with real CRM discipline
- Can point to the metrics that matter: consistent quota attainment, President's Club, and the deal sizes, sales-cycle lengths, and multi-threaded committee deals you have run
- Can reason through complex deals, qualification calls, pricing exceptions, and forecast calls, and explain not just the right move but why it is right, distinguishing playbook theory from real-world execution
- Enjoy flexible, contract-based work, and are motivated by rigor, judgment, and building useful AI systems for professional workflows
- This is a flexible contract opportunity. Projects may vary by deal-cycle stage, complexity, time commitment, and required expertise. We are especially interested in building a bench of specialists across the account-executive deal cycle: prospecting and account research, lead and opportunity qualification, pipeline and deal management, deal orchestration, and closing and negotiation.
- Fully remote, contract-based work
- Projects vary in scope, duration, complexity, and time commitment
- Engagements may focus on one deal-cycle stage or span multiple stages depending on the project
- Work may include reviewing AI outputs, creating realistic sales scenarios, evaluating task quality, documenting expert judgment, or advising on domain-specific workflows
- Compensation may be structured hourly, project-based, or as an ongoing retainer depending on the nature of the engagement
- Expert performance, collaboration quality, responsiveness, and activity may be tracked to support future project matching and ongoing opportunities
- High-performing experts may be invited into additional engagements across the expert network