Founding Sales Lead, Software Products & Development

About The Role

Virallens is a technology-driven company dedicated to helping businesses scale, innovate, and
lead in the age of Artificial Intelligence. We build intelligent solutions powered by generative AI,
turning ideas into real-world applications across a wide range of industries.
We move fast, collaborate closely, and give people room to make an immediate impact. This
role offers meaningful ownership over sales strategy, process, and tooling, with the freedom to
set the approach, make decisions quickly, and introduce better ways of working.

This is the first dedicated sales hire for our technology division. You will have direct access to
the founders and support from a committed team across product, delivery, leadership, and
Virallens's wider sales organization. From day one, you will drive the sales process, establish
the systems and structure the function needs, and own the commercial outcome, with broad
autonomy over how you get there.
You will own the full sales cycle for the US market: identifying and reaching out to prospects,
running discovery calls and demos, negotiating, and closing. You will also have the authority to
define, select, and improve the sales processes, tooling, and documentation needed for the
function to perform and scale. As the division grows, you will hire, lead, and manage the
technology sales team.
You will sell a broad portfolio of custom AI and software development services, including
consulting, implementation, and bespoke solutions, alongside the software products we build in-
house. We are looking for a consultative seller who can learn complex offerings quickly, run
strong discovery, match solutions to customer needs, and translate technical capabilities into
clear, measurable business value. Experience selling software products, software development
services, or broader technology solutions is strongly preferred.

Your immediate priority is revenue: generating pipeline, advancing opportunities, and closing
meaningful deals. Process, tooling, and documentation should support that objective and
develop alongside live selling, not delay it.

● Build target account lists and identify decision-makers across US industries
● Run multi-channel outbound (email, LinkedIn, phone) to book qualified meetings
● Lead discovery calls, product demos, and solution conversations with prospects
● Scope deals with our delivery and product teams, prepare proposals, and negotiate terms
● Close deals and hand off cleanly to delivery, staying involved through onboarding
● Manage your pipeline in the CRM with accurate stage tracking and forecasting

● Define and continually refine the end-to-end sales process for the technology
division: ideal customer profile, qualification framework, pipeline stages, and handoffs
● Select, configure, and optimize the sales technology for this line of business (CRM,
prospecting tools, outreach sequences)

messaging, email sequences, call scripts, objection handling, proposal templates, and SOPs
● Set the metrics we track and the reporting cadence for pipeline health and
performance, giving leadership clear visibility without slowing execution
● Coordinate with our existing sales team where accounts or opportunities overlap,
sharing learnings and referrals in both directions
● Bring market feedback to product and leadership to sharpen our positioning and offerings
Lead (as the division grows)
● Hire, onboard, and coach SDRs and account executives for the tech division
● Set quotas, territories, and compensation structures together with leadership
● Own team performance and the systems that keep the function running

● 5+ years of B2B sales experience with a consistent record of closing, including at least 2 to 3 years owning the full cycle from prospecting through close
● Experience selling software products, software development services, or technology
solutions to US buyers, ideally mid-market or enterprise accounts
● Excellent spoken and written English. You will be on calls with US executives daily
and your emails need to land
● A hunter-builder mindset: driven to create pipeline through proactive outbound, open
doors without waiting for inbound, and personally carry opportunities from first contact
through meaningful commercial wins
● A consultative approach: able to understand a business problem and connect it to a
technical solution without overselling
● Hands-on experience with modern sales tools such as HubSpot or Salesforce,
Apollo, LinkedIn Sales Navigator, and sequencing tools
● Strong organizational discipline: clean CRM, reliable forecasts, documented
processes
● Thrives in a dynamic, evolving environment: comfortable with ambiguity, decisive,
and driven to create the structure needed to keep sales moving
● Availability to work hours that overlap with US business time zones

● Experience selling AI, machine learning, or data solutions, or working closely with
technical delivery teams
● Prior experience as an early sales hire or shaping a sales motion for a new product,
market, or business unit
● An existing network of buyers in the US
● Experience hiring and managing sales reps

By Day 30: Strong working knowledge of the offerings and target buyers; an initial ICP, target-
account approach, and messaging direction established; essential tooling and process in place;
outbound active; discovery calls underway; and an initial qualified pipeline forming.
By Day 60: Clear market traction, with a qualified pipeline established, opportunities
progressing through discovery, demos, solution conversations, and proposals, and initial deals
closed. CRM stages, forecasting, and the weekly sales operating cadence are in active use and
being refined through live execution.
By Day 90: Additional wins closed; a credible next-quarter pipeline in place; messaging,
qualification, and process refined through real buyer conversations; and an early playbook
based on actual market evidence rather than theory.
First 6 months: A consistent flow of qualified opportunities and closed business, a validated
sales motion, reliable forecasting, and a practical version-one playbook.
First 12 months: Consistent performance against agreed revenue targets, a repeatable sales
motion, and a clear case for the second technology sales hire, with you ready to onboard and
lead them.

● Competitive base salary plus uncapped commission paid as a percentage of each deal you close. The commission structure is open to negotiation based on your experience
● A founding seat: build the tech division's sales function your way and grow into leading it
● Direct access to the founders and fast decision-making
● A committed product and delivery team behind you throughout the sales process
● Authority to shape sales systems without bureaucracy holding back progress