Shorebird's flagship product, Code Push, delivers tens of millions of patches globally every month. We recently launched CI, which is in beta with plans for GA later this year, and more products are on the way. You're not selling a product, you're selling a platform. Over the last 12 months we have 2.5x our paying users and 3.5x our revenues, we serve over 4,000 businesses every month across 30+ countries and we've gotten here almost entirely through inbound and product quality.
The market we're in is large and under penetrated. There are an estimated 1.3 million active Flutter developers worldwide (same size as Unity, a $2B per year revenue company), and Flutter apps account for nearly one-third of all App Store submissions. We have a tiny fraction of them. The pipeline builds itself; but needs someone to work it.
We're a product-led company and intend to stay that way. But Fortune 500 class companies are already finding us, and closing and growing those relationships takes someone who knows how to do it. That's this role.
You'd be employee number 7. We have the basics in place – CRM, pricing, some outbound tooling – but you're coming in to own all of it and partner with our marketing lead to make it real. There's no SDR handing you qualified meetings, no RevOps pulling reports, eventually you will build out those functions as needed. What we do have is a product people actually want, a stream of serious inbound, a customer base full of expansion opportunities, and a team that's done everything except the thing you're good at. You should feel like a kid in a candy store.
Over time you'll likely hire salespeople under you. But right now we need you to sell.
We're backed by Accel and expect to be profitable this year.
What You'll Do
Own the revenue function end to end:
- Handle inbound - Qualify, run, and close deals from first contact through signature.
- Build and own outbound - In conjunction with marketing, identify high-value Flutter app developers, find ways to reach them, build a repeatable motion.
- Manage and grow existing enterprise accounts - This includes renewal calls, renegotiations, expansion, and staying close enough that you know when things change before they become problems.
- Navigate enterprise procurement and legal - You'll have support from our ops lead on the paperwork side, but you'll own the relationship.
- Event Representation - Attend the conferences and events worth attending and help us know what events and opportunities we’re currently missing.
- Own our CRM and sales tooling - You will inherit what we have and make it what it should be.
Help the company get smarter about revenue:
- Pricing and packaging - We have Fortune 500-class customers on plans that don't reflect the value they're getting and inbound we’re underselling
- Grow ACV - We're working towards our first 6 figure deal now, but need to continue to build this muscle as we grow.
- Target larger opportunities - Help us grow to navigate even larger customer and partnership contracts and experiences.
What We're Looking For
You want to sell, and you want to be close to a product you believe in. You're not here to manage a team yet. You want to own something, build the process yourself, and close deals.
You've seen enterprise sales and know how it works: procurement, legal, multi-stakeholder deals, renewal cycles. You don't need to live exclusively in that world, and you'd prefer not to. But when a large company comes inbound, you know exactly what to do.
You understand technical buyers. Our customers are varying roles from single developers up through engineering leaders and CTOs. You earn their trust because you understand their world, not because you're smooth.
You care about revenue the way engineers care about uptime. It's your number. You watch it. You feel it when it moves.
Requirements:
- 5+ years in a closing or commercial role at a developer tools or technical SaaS company
- Experience with enterprise deals: multi-stakeholder sales, procurement, legal
- Comfortable being the only revenue person for an extended period
- Located in North America (remote)
Bonus:
- Experience at a PLG company that had to figure out enterprise as it scaled
- Familiarity with the Flutter or mobile development ecosystem
- Prior experience as an early commercial hire at a startup
Targets
Our part-time commercial sales currently close around 2-3 deals per month at a decent contract amount for our current size. You'll own the revenue number and help define what hitting it looks like as the company scales.
Compensation
$140-160K base depending on experience and structure. Commission on new, expansion, and renewal ARR you drive with renewal commission structured together. Early equity.
Why Join
- A product that already works, with customers who already want more. You're not building from zero.
- A platform play, not a single product. This means more surface area to sell every year.
- Own the revenue function at a company where the product does the heavy lifting.
- Direct access to engineering. You'll close a deal and talk to the same people who'll ship the fix
- Small, senior team. No layers, no politics
- 3-4 team offsites per year
What Your First Days Look Like
First Day
We're fully remote, so you'll start by opening Discord and asking questions. Eric (CEO) will be there to get you oriented. You'll spend the first day getting access to everything (CRM, analytics, back-office dashboards, customer data, our pricing sheet) and starting to form opinions. We'll walk you through the customer base: who's on what plan, which accounts are growing, which are quiet, where the obvious gaps are. By the end of day you should have a list of things that surprise you. That list is useful.
First Week
Two things will compete for your attention immediately: inbound that needs handling and existing accounts worth a closer look. We'll work through both together. You'll sit in on any active deals and take them over as quickly as makes sense. You'll also start forming a point of view on the outbound motion, who we should be targeting and why.
The other thing we'll want from you early: tell us what's broken. You're coming in with fresh eyes and experience we don't have. If our pricing looks wrong, say so. If the CRM is a mess, fix it. If there's a category of company we should be calling that we're not, make the list.
First Month
By the end of the second week you should have closed your first call, even if it's just a check-in with an existing account.
By the end of month one you should own the pipeline. You'll know which inbound leads are worth pursuing, which existing accounts have expansion potential, and where the outbound motion should start. You'll have a point of view on pricing some of our early wins might just come from your experience here.
We'll also want your read on the six-figure deal process. We're closing the first ones now.
First Quarter
By the end of Q1 you should be closing deals we wouldn't have closed without you and have a clear plan for the ones still in flight. You'll have a working outbound motion — building on the tools that we have in place today and expanding as needed based on your guidance. You'll have told us at least once that we're undercharging someone important.