Enterprise Sales Representative

Job location: Rochester, New York

Job type: Field + Remote

Initial engagement: Independent Contractor, Commission Only

Compensation: $10,000 per qualifying new client sale; uncapped

Conversion opportunity: Full-time W-2 Enterprise Account Executive after approximately 90 days (subject to performance quality)

Submit your CV and any additional required information after you have read this description by clicking on the application button.

About us: USATII builds operational software for organizations with complex real-world workflows.

Rather than forcing customers to adapt their operations to another generic SaaS product, we study the way an organization actually works and build systems around the operation itself. Our work spans enterprise software, automation, artificial intelligence, systems integration, data infrastructure, and specialized operational platforms. We are building a large sales team capable of winning difficult engagements with serious institutions.

Job description: We are looking for a seller who can get inside consequential organizations, understand how they actually operate, identify the most complex problems worth solving, and move those organizations from an initial conversation to a serious technical engagement and ultimately a contract. You will pursue a relatively small number of valuable institutional accounts, ranging from 1-9.

A successful engagement may require the following:

• Building serious relationships across multiple executive departments at target companies.
• Understanding operational workflows from various representative institutions.
• Bringing USATII forward-deployed engineers (FDEs) into technical discovery and organizing a rapid technical sprint or demonstration for executive teams.
• Navigating security and procurement requirements alongside engineers and client departments.
• Presenting to senior leadership from day one.
• Negotiating commercial terms from pilots and end-to-end engagements, and staying involved until the engagement is closed.
• You are selling into environments where the answer is not immediately obvious and where the customer may not yet know exactly what software should be built.

Job responsibilities:

Develop institutional accounts. Identify organizations where USATII can create substantial operational value. Research the institution, its leadership, existing systems, current initiatives, procurement environment, operational problems, and likely internal champions.

Create access. Build relationships with executives, operators, technical leaders, procurement personnel, government officials, institutional stakeholders, and other people capable of moving an opportunity forward. Steak dinners are real and we pay you to go to them.

Work in the field. Develop relationships through direct outreach as well as conferences, industry events, government industry days, procurement events, business organizations, executive meetings, university and healthcare events, customer visits, and other places where institutional buyers are likely to congregate.

Run serious discovery. Learn how the organization actually works. Determine what people do manually, where information becomes fragmented, which systems fail to communicate, where decisions are slow, and where software could materially improve the operation.

Find the wedge. Reduce a broad institutional problem into a specific initial deployment where USATII can prove value quickly.

Mobilize the technical team. Translate what you learn into a concise internal brief for USATII engineers. Bring technical personnel into the opportunity when deeper discovery, architecture discussions, security review, prototypes, or demonstrations are necessary.

Create technical sprints. When appropriate, move prospects into a focused USATII technical sprint in which we rapidly demonstrate how a real operational problem can be solved rather than spending months discussing hypothetical capabilities.

Build and deliver demonstrations. Work alongside technical personnel to ensure demonstrations address the customer's operating environment.

Build the business case. Establish why the engagement matters economically or operationally. Identify measurable outcomes, cost reductions, revenue opportunities, risk reduction, time savings, consolidation opportunities, or mission impact.

Navigate the institution. Identify the economic buyer, technical buyer, operational champion, procurement stakeholders, legal/security stakeholders, detractors, and anyone else capable of accelerating or blocking an agreement.

Navigate procurement. Understand how each organization purchases software and professional services. Help move opportunities through vendor registration, security review, legal review, budgeting, RFP/RFI processes, contracting, procurement, and final approval.

Structure the opportunity. Work with USATII leadership on scope, pricing, commercial terms, implementation strategy, pilot structure, contract duration, and expansion strategy.

Close. Maintain momentum, resolve objections, coordinate the final decision process, and turn qualified opportunities into signed and funded customer engagements.

Expand. A successful initial project should create access to additional workflows, departments, locations, and use cases. Look for the next problem after the first one has been solved.

Job structure: Compensation during the introductory 90-day period is $10,000 for each qualifying new customer sale, with no earnings cap. 1.1 sales per month is an average as of our latest survey.

The independent representative controls when, where, and how they prospect and is not assigned fixed working hours. USATII can provide product information, technical expertise, demonstrations, company materials, introductions, and access to relevant opportunities and events.

Specific commission eligibility, attribution between representatives, payment triggers, treatment of cancellations, and the definition of a qualifying sale will be documented in the written sales representative agreement before work begins.

Exceptional independent representatives may be offered conversion to a full-time W-2 Enterprise Account Executive position after approximately 90 days. Conversion is not automatic and is not based solely on whether a contract happens to close within 90 days. Enterprise sales cycles can extend beyond that period.

We will evaluate:

• Quality and value of pipeline created
• Access to legitimate institutional decision-makers
• Ability to uncover valuable operational problems
• Technical and commercial judgment
• Quality of discovery and account strategy
• Ability to create technical sprint and demonstration opportunities
• Movement of opportunities through procurement
• Closed revenue
• Communication and organizational ability
• Judgment in representing USATII externally

A converted Enterprise Account Executive receives a base salary in addition to performance-based sales compensation and assumes a more integrated role within USATII, including assigned strategic accounts, internal account planning, coordinated event coverage, regular collaboration with technical teams, and broader responsibility for growing institutional relationships.

Who we look for: We work with highly motivated self-starters; people who are unusually comfortable with responsibility. Strong candidates will generally have experience selling complex B2B services, enterprise software, technology, consulting, or other high-value solutions to organizations rather than consumers. You should be able to speak credibly with both an operations executive and a software engineer. You should be capable of entering an unfamiliar industry, understanding how it works quickly, identifying who actually has influence, and determining what problem is valuable enough to cause an organization to act. You should be comfortable walking into institutional environments, conferences, executive meetings, and industry events where nobody has told you exactly who to speak with or what to do next. Experience navigating enterprise procurement, public-sector procurement, RFPs/RFIs, universities, healthcare systems, manufacturers, construction organizations, defense organizations, logistics companies, or similarly complex institutions is particularly valuable. xhyhwjd

A large existing professional network is useful but not mandatory. The ability to create one is.