Founding Sales Rep (Full-Cycle)

About the Role

ShapeScale is hiring our first full-time Founding Sales Rep (Full-Cycle). This is a founding sales role at a ~10-person startup doing $2M+ ARR.

There is no marketing team, no SDR, and no warm lead pool. Your job is to build pipeline from nothing using systematic outbound, then demo, close, and document the playbook so the next hire does not start from zero.

The sale is SMB, not enterprise. Average deal: $3K–$10K ACV. Cycle: under 3 months. You will talk to clinic owners and med-spa operators, not procurement committees. If you are used to six-month enterprise cycles with a legal team and a BANT checklist, this will feel fast and loose. If that excites you, keep reading.

What we need most is somebody who can answer: “If I need to generate $X in revenue in 90 days, how many accounts do I need to touch, how many demos do I need to run, and what is my weekly activity plan to get there?” Then actually do it, in a CRM, with real numbers, not back-of-napkin optimism.

About ShapeScale

ShapeScale builds advanced 3D body scanners for wellness and aesthetic businesses. We help clinics, med-spas, and medical weight-loss practices track body composition and deliver measurable results to their clients.

• Y Combinator and StartX backed

• Raised $15M+

• $2M+ annual recurring revenue

• ~10 employees

• Featured in TechCrunch, Forbes, Wired

What You Will Actually Do (first 90 days)

• Build target account lists from scratch using industry directories, competitor mapping, association memberships, and any creative channel that works. Many of our prospects are not on LinkedIn, so you will need to get resourceful.

• Design and run multi-channel outbound campaigns: cold calls (a huge plus in our industry), cold email, LinkedIn, Instagram DMs, SMS, direct mail, industry events, network and referral sourcing. Not just one channel.

• Own your numbers: set weekly targets for outreach volume, demo rate, and close rate; track them in CRM; adjust when reality disagrees with the plan.

• Run a disciplined CRM cadence (Attio) with stage definitions, activity history, and forecast accuracy. No dropped leads, no guesswork.

• Conduct demos and own full-cycle close on $3K–$10K deals.

• Document what works: ICP criteria, scripts, cadences, objection handlers — so this is repeatable.

• Partner directly with the founders on sales strategy, messaging, and market feedback.

• Attend 2–3 trade shows per quarter (domestic, possibly international travel).

What You Need to Have Done Before

• 3–5+ years in B2B sales where you personally sourced at least 50% of your own pipeline

• Experience selling to SMBs with deal sizes in the $3K–$20K range and cycles under 3 months

• Quantitative pipeline ownership: you can work backwards from a revenue target to a weekly activity plan and explain your conversion assumptions

• Multi-channel sourcing experience. Cold calling is a big plus. Instagram DMs, network/referrals, texting, events, partnership referrals, creative channels. If you only know email and LinkedIn InMails, we are not interested.

• CRM discipline: you maintain a clean pipeline with stage definitions, activity history, and forecast accuracy — and you can show it

• Comfort with sales automation and prospecting tools (Apollo.io, ZoomInfo, LinkedIn Sales Navigator, Clay, or equivalent)

• Experience closing deals end-to-end, not just qualifying or setting meetings

• Startup or small-team experience where you did not have a marketing team or SDR pool to feed you

Preferred

• Experience selling to small businesses in wellness, fitness, beauty, aesthetics, med-spa, or related consumer-facing services

• Existing network in aesthetics, med-spa, or clinic operations (bonus, not required)

• Experience with Attio, ActiveCampaign, or similar modern CRMs

• Comfortable with AI-powered sales tools: OpenClaw, Claude Cowork, Clay, Codex, or similar

This is NOT the role for you if

• Your last two jobs gave you a book of business or warm leads to work

• You prefer relationship selling and networking over systematic outbound

• You have never personally built a target list from scratch

• You rely on one channel and have not experimented with others

• You think “hustle” is a strategy instead of a process you can describe step by step

• You cannot walk us through your last 30-day outreach report with real numbers

Compensation and Benefits

• Base salary: $80,000

• On-Target Earnings: $120,000–$140,000 at plan

• High performers: $200,000+

• Uncapped commission

• Equity: 1.5% founding equity (4-year vesting, 1-year cliff)

• Health, dental, and vision insurance

• Unlimited PTO

• Remote-first, US only

• Direct founder collaboration and real ownership over the first repeatable outbound sales motion

Comp context: In medical aesthetic device sales, many roles are 1099 with no base. We offer W2 stability plus equity, which is rare in this industry.

Our Interview Process

1. Phone screen — fit and outbound experience

2. Skills interview — live role-play, pipeline math, and outbound system design

3. Demo interview — run a real ShapeScale demo

4. Founder debrief — reference checks and offer

We move fast. If you are a builder who wants real ownership, apply below.