15Rock Inc. · Toronto, in office · Full time
The role
Novilo is 15Rock's platform for teams that win work through RFPs. It finds the bids worth chasing, drafts the response from a team's own past proposals, tracks the evaluation, and keeps a record of what was delivered so the next bid is stronger. Our customers are proposal, bid-desk and business-development teams at firms that sell to governments and large enterprises, from small consultancies to national firms.
You own Novilo's revenue: new logos and growth inside existing accounts. You sell, and you build the motion others will follow: who we target, how we reach them, how we demo, how we price, how we close. This is a player-coach seat. Most of the pipeline will come from your own outreach, with marketing, partners and inbound behind it.
You report to the Head of Product.
What you will do
- Build a pipeline of proposal, bid and capture leaders at firms that respond to RFPs, through outbound, referrals, partners and industry events.
- Run discovery, demos and proof-of-value pilots on a prospect's own past proposals. Take deals through procurement, security review and legal to signature.
- Grow the accounts we have: more users, more bids through the platform, more of the product in use.
- Sell the managed option. Some clients want us to run their bid desk for a period before they take the platform on themselves. You scope and price that offer.
- Set the playbook with the Head of Product and the CEO: target list, messaging, demo flow, pricing and packaging. Write it down so the next seller can run it.
- Run your own prospecting stack. Research, list-building, sequencing and CRM upkeep are done with AI tools and agents here. You direct them. There is no sales-ops team to wait on.
- Forecast weekly. Keep the CRM accurate and record why deals are won or lost.
- Bring buyer demand back to product. What buyers will pay for shapes the roadmap.
- Hire and run the sellers behind the number as revenue justifies it.
What you are measured on
A new annual recurring revenue quota, reviewed weekly against first meetings you booked yourself, pipeline generated, pipeline coverage and forecast accuracy. Expansion revenue from existing accounts sits beside it. The quota is shared early in the process. You will know where you stand every week.
What you bring
- Eight or more years selling B2B software, including several years closing contracts of $100,000 or more a year, and a record of hitting quota.
- You source your own pipeline, and you can show it. Most of what you have closed started with your outreach, not a handoff.
- You have taken a product from its first customers to a repeatable motion, at a startup or as a new line inside a larger company.
- You know how a bid works from the vendor side: bid/no-bid, capture, proposal, evaluation, BAFO. You have sold to proposal, bid-desk or business-development functions, or you have run one.
- You can run discovery and a demo without an engineer in the room, and you can say plainly what an AI product does and does not do.
- You use AI tools in your own selling every day, and you can show how.
- You have hired and managed sellers, or you are ready to.
Nice to have: French, since many of our customers bid in both languages. Experience in the proposal community (APMP). Experience selling to public-sector contractors in Quebec or the US. Time at a proposal or RFP software company.
Compensation
- Base salary plus uncapped commission on new and expansion revenue.
- Early-employee equity.
- Health and dental coverage, and RRSP matching.
We use AI-assisted screening in our hiring process. Candidates we interview will hear back from us within 45 days.
