Senior Sales Lead

Edacious • Marlborough, MA

15d • $130,000 - $155,000 • Remote

About The Position

We are hiring a Senior Sales Lead to help transition Edacious from founder-led sales toward a scalable, disciplined commercial system. This is a senior, hands-on selling role for someone who can close complex, trust-based deals today while helping shape how Edacious sells tomorrow. The Senior Sales Lead serves as a critical bridge between early founder-led motion and a durable commercial organization, with direct responsibility for both revenue and the foundations beneath it.

You will work directly with the CEO at the intersection of science, food systems, and commerce. Your mandate is simple and demanding: sell first, learn deeply, protect delivery integrity, and help build repeatable sales motion before scale. Over time, this role will help transition ownership of mid-market sales while preserving narrative consistency, pricing discipline, and customer outcomes. The goal is not to replace founder involvement overnight, but to make founder-led sales optional as the business matures.

This is not transactional sales, and it is not a role built around inherited playbooks or volume targets. It is a builder role, not a caretaker role, designed for a seller who thrives in ambiguity, exercises strong judgment, and values outcomes over titles. Expanded scope is earned through results, credibility, and the quality of the commercial systems you help create, not through hierarchy or tenure.

This is a rare opportunity to sell a category-defining product rather than a commodity. You will work closely with founders and scientific leaders, helping shape how ideas at the intersection of nutrition, safety, and food quality are translated into compelling commercial value. This role intentionally avoids VP or Director titles at the outset. At Edacious, scale is earned, not declared. As repeatable sales motion emerges and the commercial system matures, this position may evolve into a Head of Sales, Commercial Lead, or Revenue Lead role, driven by demonstrated outcomes and readiness rather than tenure or title.

Requirements

• 6 to 10 or more years of experience in complex or consultative sales roles, with demonstrated success closing six-figure or equivalently complex deals.
• Prior experience selling in early-stage or founder-led environments, with comfort operating without established playbooks or brand gravity.
• Exceptional communication and narrative-building ability, with a track record of translating complex ideas into clear, compelling commercial value.
• Strong judgment in ambiguous situations, including the ability to scope, price, and advance deals responsibly alongside evolving products and delivery teams.
• Proven ability to sell in close partnership with technical or scientific teams, earning trust across multiple stakeholders.
• Ownership-driven and impact-oriented mindset, treating revenue as a system rather than a quota.
• Comfort with responsibility without hierarchy, authority, or inflated titles.
• Deep curiosity about food systems, nutrition, health, and science, with a genuine interest in learning and engaging with complex subject matter.

Nice To Haves

• Experience selling into food, agriculture, nutrition, science-driven sectors, or CPG, especially where credibility, trust, and multi-stakeholder alignment matter. You have carried complex, research-backed stories into the market and made them land.
• A track record of closing meaningful, complex deals you are proud of. You can share concrete examples that show how you earned trust, shaped the narrative, structured value, and moved serious buyers to action.
• Prior startup experience where you helped build early sales motion from the ground up, including refining positioning, pressure-testing pricing, shaping deal structure, or turning early patterns into repeatable motion.
• Experience contributing to or establishing a clear, unifying commercial narrative that aligned internal teams and made selling easier and more consistent over time.
• Demonstrated ability to translate technical or scientific complexity into compelling commercial value, particularly in B2B, B2B2C, or values-driven CPG environments where rigor and outcomes matter.

Responsibilities

• Own complex sales cycles. Lead full sales cycles from first touch through close, including discovery, solution design, scoping, pricing, proposal development, and negotiation.
• Collaborate directly with leadership. Partner closely with the CEO to refine messaging, pricing, packages, and deal structure based on customer feedback and live opportunities.
• Close high-impact deals. Handoff / own and close complex and enterprise-level opportunities that require trust, credibility, and multi-stakeholder alignment.
• Develop mid-market ownership. Help define and transition appropriate deals from founder-led to AE-led execution, establishing clear criteria for ownership and success.
• Support and coach AEs. Lead by example through joint calls, deal reviews, and live feedback, accelerating AE development through real opportunities.
• Generate and manage pipeline. Balance inbound interest with thoughtful outbound prospecting, ensuring qualified opportunities are pursued with discipline and follow-through.
• Build trusted customer relationships. Develop deep relationships with customers, operators, product managers, researchers, and decision-makers to understand their needs, constraints, and goals.
• Create new commercial opportunities. Identify patterns in customer needs and package offerings in ways that reduce friction, accelerate adoption, and support expansion.
• Translate market feedback into action. Capture insights from customers and feed them back into product, marketing, and operations to shape company direction.
• Lay the foundation for scale. Document what works, refine processes, and help build the commercial muscle required to grow the team over time.
• Align sales with delivery. Partner closely with Customer Success, which will own Net Revenue Retention, to ensure deals are structured for long-term success and expansion.

Benefits

• Comprehensive benefits package including healthcare, caregiver leave, flexible PTO, and a remote-first work environment with periodic in-person collaboration

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed