Founding Sales Leader - CPQ & Industrial Manufacturing

UP.Labs

About The Position

SpecSync is an AI-powered CPQ (Configure, Price, Quote) platform purpose-built for industrial OEMs, the manufacturers of commercial vehicles, trailers, heavy equipment, truck bodies, and specialty vehicles. We're solving one of the most persistent problems in industrial manufacturing: the quoting process is broken. Today, sales reps spend 1–2 weeks navigating complex configurations, compatibility reviews, and manual pricing workflows just to deliver a quote, and 8 out of 10 deals stall because of it. Meanwhile, 80% of orders are repeat configurations with minimal changes. SpecSync eliminates the bottleneck by using AI to generate accurate, fully configured quotes in minutes, guiding buyers to standard configurations in real time, and surfacing product intelligence that OEMs have never had visibility into before. SpecSync bridges the gap between ERP, CRM, and CPQ, connecting data that normally stays siloed, without heavy integrations or custom development. The result: faster quotes, fewer errors, and more deals won. We are backed by UP.Labs, a venture studio that partners with leading industrial enterprises including Wabash, JB Hunt, Alaska Airlines, and Porsche to build technology companies from the ground up. We are hiring a Founding Sales Leader to join as one of the first commercial hires at SpecSync. You will work directly with the CEO to open doors, land early enterprise customers, and help define the company's go-to-market motion from the ground up. This is not a traditional, plug-and-play sales role - it is a high-impact position where you will shape how the product is sold, who it is sold to, and how deals are structured. This role is ideal for a senior, hands-on seller who comes from the CPQ or industrial manufacturing space, has real relationships they can activate, and wants to build something from 0>1. You will own the full revenue cycle - from top-of-funnel to close - working alongside a contract SDR and directly with the CEO on strategy and execution.

Requirements

5–10+ years of experience in enterprise sales, strategic accounts, or similar roles
Background in the CPQ space — you understand the problem and have sold into or alongside engineering-heavy OEM environments
Experience selling into industrial manufacturing (trailers, commercial vehicles, heavy equipment, or adjacent verticals strongly preferred)
Proven ability to source and close complex, multi-stakeholder deals (often 6–12+ month cycles)
An existing book of relationships you can activate — you're not starting from zero
Track record of building pipeline independently in early-stage or undefined environments
Strong communication, negotiation, and executive presence

Nice To Haves

Experience in a "first seller" or founding sales role at an early-stage startup
Familiarity with ERP/CRM ecosystems (SAP, Salesforce, etc.) and how they interact with CPQ platforms
Background building a sales playbook from scratch

Responsibilities

Own the full sales cycle from first outreach through close for early enterprise customers
Lead complex, multi-stakeholder deals across sales, operations, and engineering teams at industrial OEMs
Structure and negotiate strategic agreements in ambiguous, early-stage environments
Source your own opportunities through outbound, relationships, and creative deal-making
Leverage an existing network within the CPQ and industrial manufacturing space to open doors
Build pipeline from scratch alongside a contract SDR — there is no pre-built engine
Act as a strategic partner to early customers navigating complex configuration and quoting challenges
Work closely with prospects to understand workflows, pain points, and buying dynamics
Drive successful onboarding and early adoption alongside the product and engineering team
Partner with the CEO to define ICP, messaging, and early sales playbooks
Help refine positioning based on real customer conversations and market feedback
Contribute to pricing, packaging, and deal structure in the early stages
Translate customer insights into actionable feedback for product and engineering
Help shape the roadmap by identifying patterns in customer needs and objections
Serve as a bridge between the market and the product

Benefits

Be the foundational commercial hire at a category-defining AI platform for industrial manufacturing
Work directly with an experienced CEO and the broader UP.Labs ecosystem of founders and operators
Own early customer relationships and have a direct hand in shaping company trajectory
High upside through equity ownership in a venture with enterprise-scale potential
Uncapped commission — if you're driving revenue, we want you to share in it

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