We are a software development studio looking for an experienced, hands-on Sales/GTM professional to build our internal sales function from the ground up.
This is a part-time role for someone who has already built or managed sales in an IT outstaffing / staff augmentation company and understands how this business is sold to international clients.
We are not looking for a consultant who will only provide recommendations. We need someone who can take ownership of the sales function - design, implement, test, and continuously improve the sales system.
About us
We provide developers and technical specialists to international product companies and startups through an outstaffing / team augmentation model.
Our core expertise includes:
- React.js / Next.js
- Node.js
- Three.js / WebGL / WebGPU
- 3D development and 3D production
Historically, our new business has primarily come through marketplaces and referrals. We now want to build a structured, measurable and scalable internal sales channel.
What you'll be responsible for:
- Build our internal sales process from the ground up
- Define ICPs, target markets, industries and decision-makers
- Develop positioning and sales approaches specifically for IT outstaffing services
- Set up and structure CRM, preferably HubSpot, including pipelines, workflows, automation and reporting
- Select, implement and integrate the necessary sales and lead-generation tools
- Identify and implement relevant AI tools and AI-powered workflows for prospect research, lead qualification, personalization, CRM automation, sales intelligence and other parts of the sales process
- Build a structured prospecting and lead-generation process
- Develop messaging, sales materials and qualification criteria
- Establish measurable KPIs across the sales funnel
- Prepare monthly and quarterly sales plans, targets and priorities
- Track performance against agreed plans and identify bottlenecks
- Provide regular, structured reporting on activities, pipeline, results, experiments and next steps
- Continuously test and improve targeting, messaging, tools and processes
- Create internal sales documentation, playbooks and SOPs
- Prepare the sales process for scaling and, at the next stage, help us hire, onboard and manage a Junior Lead Generation Specialist
During the initial stage, we expect you to be hands-on. You should be comfortable personally configuring CRM workflows, implementing tools and automation, testing different approaches and working with real data.
Required experience:
- Hands-on sales experience in an IT outstaffing / staff augmentation company is mandatory
- Proven experience selling developers or dedicated development teams to international clients
- Experience building or significantly improving a sales process rather than only working within an established one
- Strong hands-on experience with CRM systems; HubSpot experience is highly preferred
- Good understanding of modern sales automation, prospecting and data enrichment tools
- Practical experience using AI tools in sales and understanding where AI can meaningfully automate or improve the sales process
- Ability to evaluate new AI and sales tools and implement them into existing workflows
- Strong understanding of ICP development, lead qualification, pipeline management, sales planning and analytics
- Ability to define KPIs, set realistic targets and provide clear management reporting
- Experience working with US and/or European markets
- Strong written and spoken English
- Ability to work independently and take ownership of the sales function
Experience managing or mentoring Lead Generation Specialists / SDRs will be a strong advantage, as we plan to add a junior specialist once the core process has been established.
Engagement: Part-time.
We are flexible regarding the exact number of hours and schedule. We are also comfortable working with someone who currently holds a position in another company, provided there is no conflict of interest and they can consistently dedicate enough time to this role.
The initial objective is to build and validate a repeatable sales system. If the model works and we begin scaling the sales function, the scope of the role can grow accordingly.
