Founding Sales Lead

About Valsoft Valsoft builds and scales vertical market software companies. We partner with strong teams, invest for the long term, and run disciplined operating systems to drive sustainable growth across our portfolio. About Carla AI Carla AI is an AI powered voice agent that handles inbound calls, takes reservations, processes payments, and delivers 24/7 customer support, all without human intervention. When a situation requires a human touch, Carla seamlessly transfers the call with full context. Carla was purpose built for the rental industry, starting with car rental operators across North America. Our platform integrates directly with rental management systems, giving operators instant call answering, real time availability checks, automated booking workflows, and a live performance dashboard. We are now establishing Carla AI as an independent business unit with its own leadership team, with ambitions to expand into the broader rental and services verticals. This is a ground floor opportunity to join a product that already works, at the moment it begins to scale.

The Opportunity We're hiring a Sales Lead to drive new business growth for Carla AI. This is a full cycle sales role for an experienced seller who can personally close business, build a repeatable outbound motion, and help shape the go to market strategy for a high growth AI product. You'll sell Carla AI directly to rental operators and services businesses, owning the process from prospecting through close and customer handoff. You'll be one of the first commercial hires, which means you'll have real influence over positioning, pricing, sales process, and how we bring the product to market. You'll work closely with the CEO of Carla AI and cross functional stakeholders across Product, Partnerships, Marketing, and Customer Success. This role is designed for someone who thrives in builder environments, is energized by a product that sells itself once prospects see it, and wants ownership over outcomes, not just activity.

What You'll Do Drive new business growth

• Own the full sales cycle: prospecting, discovery, demos, proposals, negotiation, and close.
• Build and maintain a target account strategy by segment and customer profile.
• Present and sell Carla AI to rental operators and services businesses, clearly articulating the ROI, efficiency gains, and revenue impact of AI powered call handling and booking automation.
• Seamlessly transition new customers to onboarding and Customer Success for activation and first value realization.

Build a repeatable outbound motion

• Lead outbound strategy and execution across calls, email, LinkedIn, and industry events.
• Develop and iterate on talk tracks, competitive positioning, objection handling, and demo structure.
• Establish pipeline creation targets and inspection routines that translate activity into predictable results.
• Create repeatable playbooks covering segments, sequences, cadences, and qualification criteria.

Shape the go to market strategy

• Share structured customer insights and market feedback with Product and leadership to inform roadmap, pricing, and packaging decisions.
• Maintain accurate pipeline, activity tracking, and forecasting in CRM (HubSpot).
• Consistently meet or exceed monthly and quarterly KPIs across outreach, demos, pipeline, and revenue.
• Coordinate with Partnerships and Marketing to leverage partner channels and campaigns for pipeline generation.

What Success Looks Like In the first 90 days

• You?ve built a clear target account list by segment and launched outbound motions that are producing qualified opportunities.
• CRM pipeline and activity tracking are clean, reliable, and maintained.
• You?ve delivered multiple demos, progressed deals through the pipeline, and closed your first customers.

In 6 to 12 months

• A predictable sales engine is running: outbound activity is converting to qualified pipeline, pipeline is converting to closed revenue.
• You?ve closed a meaningful book of new business and Carla AI's customer base is growing steadily.
• Sales playbooks, talk tracks, and demo flows are documented and repeatable.
• You?re contributing to expansion beyond the initial vertical, identifying and testing new market segments.

What We're Looking For Required

• 3 to 5+ years of proven success in B2B SaaS new business sales, with a strong track record of closing.
• Strong hunter mentality: you are comfortable with outbound prospecting and generating your own pipeline, not reliant on inbound leads.
• Experience managing a full sales cycle from first contact through contract execution.
• Confident running discovery calls and solution based sales conversations that connect product capabilities to business outcomes.
• Experience building or materially improving a sales motion: process, messaging, cadence, and forecasting.
• Strong communication, presentation, and relationship building skills.
• CRM experience (HubSpot, Salesforce, or equivalent).
• Self motivated, goal driven, and comfortable working autonomously in a fast paced, evolving environment.

Preferred

• Experience selling into the rental industry (car rental, equipment rental, fleet management) or adjacent verticals such as automotive, travel tech, or mobility is a strong plus.
• Experience selling AI, automation, or voice/conversational technology products.
• Experience in vertical market software or operationally complex environments where the buyer is an operator, not a tech team.
• Startup or early stage SaaS experience where you had to build the motion, not just run it.

Why Join

• Sell a product that prospects can see and hear in action from the first demo, in a market that is ready for it.
• Ground floor opportunity: be one of the first commercial hires as the business establishes its own leadership team and revenue engine.
• Direct influence on positioning, pricing, go to market strategy, and product direction.
• Competitive base salary with uncapped commission and high OTE potential.
• Backed by Valsoft / Aspire Software, combining the stability of a global portfolio with the pace and ownership of a startup.

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