Founding Enterprise Sales Lead, Climate Risk & Resilience

Class 3 Technologies•San Francisco, CA

3d•Hybrid

About The Position

Class 3 Technologies is hiring its first dedicated sales professional to build on the company’s institutional traction in data centers, commercial real estate investment, and architecture and engineering. The company has secured five- and six-figure contracts with large organizations, with strong adoption, renewals, and expansion opportunities. Sales cycles typically last six to nine months. The Founding Enterprise Sales Lead will own qualified opportunities from discovery through evaluation, proposals, negotiation, and contract execution. The role also involves cultivating strategic accounts and generating new opportunities, in partnership with the Founding GTM Lead, founders, technical specialists, and customer success. The position will help shape the company’s commercial approach, sales process, messaging, and forecasting while focusing primarily on new customer acquisition. The successful candidate will have a record of originating and closing complex, high-value enterprise deals, strong relationship-building and negotiation skills, and the ability to communicate technical products in terms of business value. Climate risk or engineering expertise is not required. The role is US-based, with the candidate located in the NYC or SF Bay Area, and requires willingness to travel. The work environment is described as flexible and remote-first, with a hybrid location designation for NYC or the SF Bay Area. Compensation is $265,000 OTE, consisting of a $160,000 base salary with a 60/40 split and uncapped commission, plus equity. Benefits include health, dental, and vision insurance, a 401(k), and flexible PTO.

Requirements

Demonstrated record of originating and closing substantial enterprise deals, including complex negotiations and procurement processes.
Ability to sell complex solutions, learn technical products quickly, translate capabilities into business value, and involve subject-matter experts when appropriate.
Strong relationship-building skills, curiosity about customers’ businesses, careful listening, and ability to build trust with senior decision-makers.
Persistence, resourcefulness, sound judgment, and respect for customers.
Entrepreneurial, self-directed approach and ability to take ownership with limited oversight.
Intellectual curiosity and ability to make complex subjects understandable.
Comfort with modern CRM and AI tools.
Based in the NYC or SF Bay Area and willing to travel.

Nice To Haves

Experience in at least one target market: data centers, commercial real estate investment, or architecture and engineering.
An existing network of industry decision-makers.
An engineering degree.
A background in climate risk.

Responsibilities

Own qualified opportunities from discovery through evaluation, proposals, negotiation, and contract execution.
Follow up consistently, reengage stalled opportunities, and find ways to advance deals.
Identify decision-makers and internal champions, understand purchasing requirements, and develop strategies to overcome obstacles to closing.
Cultivate strategic accounts and generate new business through targeted outreach, industry events, referrals, and the candidate’s network, working with the Founding GTM Lead to identify promising prospects.
Communicate Iris’s differentiation credibly and involve founders and technical specialists in customer conversations when appropriate.
Refine the sales approach, maintain accurate opportunity records and forecasts in the CRM, and share customer insights with GTM and product.
Work with the Founding GTM Lead to refine sales narratives, presentations, and customer-facing materials based on buyer feedback and deal progress.
Collaborate with customer success to identify strategic account expansion opportunities, while focusing primarily on new customer acquisition.
During the first 90 days, learn Iris, its customers, and its methodology; take responsibility for qualified pipeline opportunities; develop a prospect and strategic-account network; and identify improvements to the sales motion and forecasting.