Sales Representative

Job Description

Job Description

About Capability

Capability is an EHS software and training company based in Knoxville, Tennessee. We help organizations in safety-critical industries keep their people safe and their operations compliant. A growing library of professionally produced training courses sits alongside a software platform that brings training, corrective actions, qualifications, forms, and more into one place.

We move fast and we use modern tools, including AI across our sales stack and product, so our people spend less time on busywork and more time in front of buyers. We win by understanding the safety world better than anyone else in the software market.

Why This Role

This is an early sales seat at a growing company, which means real ownership and real upside. You will run the full sales cycle, build your own book of business, and earn uncapped commission plus residual income that compounds every year your accounts stay with us. The plan is built to reward the people who show up hungry and stay.

As we grow, the person who proves they can sell Capability is first in line to help build and eventually lead the sales team. We are not hiring for a polished resume. We are hiring for drive, grit, and the willingness to learn a real industry and outwork the competition.

What You Will Own

This is a wide role to start. You will prospect, demo, close, hand off, and support renewals. If you want a narrow lane, this is not it. If you want to own outcomes end to end, keep reading. You will have active day to day support from the leadership, in addition to significant software systems and processes already in place to aid inbound and outbound prospecting. Initially, this will include providing direct client support and success while you are ramping to learn our systems and our demographics. The best fit will be self-disciplined, organized and motivated.  

Pipeline generation and qualification

• Manage the full sales cycle from first contact to signed agreement for small business and mid-market accounts.

• Respond to inbound leads and active clients communications promptly and professionally. 

• Execute our sales playbooks, sequences, and customer-journey workflows to sell our products and services

• Run outbound prospecting sequences using our sales tools, including Apollo, Clay, Instantly, and HubSpot

• Nurture your pipeline through inbound and outbound prospecting

• Qualify prospects against our ideal customer profile and disqualify poor fits quickly

Demos and deal execution

• Deliver live platform demos tailored to each prospect's industry and role

• Build and send proposals using plans and structure dedicated to each ICP

• Keep lifecycle stages, next steps, and close dates accurate and current in HubSpot

• Work with leadership on deals involving custom content, enterprise terms, or partners

• Collaborate with leadership on complex deals involving custom content, enterprise terms, or partners

Handoff and feedback loop

• Initially, own the customer relationship post-close and client success through direct support

• Complete a documented onboarding handoff to Operations for every closed account

• Record competitive intelligence after competitive deals

• Share customer objections, pricing feedback, and feature requests with leadership weekly

• Support the retention and renewal of the accounts you close

Who You Are

• One or more years in a sales, customer-facing, or competitive goal-driven role. 

• Experience in environments that focus on coaching to improve and rejection-resilience are a plus

• Willing to do the cold outreach work every day without being chased

• A strong writer who can get a busy buyer to reply

• Comfortable building a presence on LinkedIn and actively engaging

• Willing to do in-person sales at conferences, seminars and events

• Able to learn a real industry. Safety, industrial, EHS, operations, or HR exposure is a plus, not a requirement

• Applicants with experience in industrial, manufacturing or high-hazardous work environments are a plus

• Comfortable learning a CRM and sales tools. HubSpot experience is a plus

• Thrives in a small, fast-moving company

Compensation

• DOE $40,000 a year base with uncapped, recurring commissions and multipliers