Pillar protects global businesses from macroeconomic risk by automatically hedging their freight, currency, and commodities exposure.
Risk management plays a critical role in the functioning of any business. In the past 4 years, volatility across these asset classes - swings from +20% to 450% - has wreaked havoc on SMEs who rely on them to function. Yet, the solutions needed to limit the effects of this volatility – seasoned traders and investment banking services – remain in the hands of the few: billion dollar companies with unlimited resources. Pillar solves this by bringing protection previously available only for the largest corporations to the 30M+ SMEs worldwide who have $7T+ of underserved risk. With a few clicks, customers are able to manage their risks through Pillar’s seamless, end to end platform.
We’re on a mission to give all businesses Fortune 500-level financial services, starting with risk management, enabling them to focus on building their core business. We’re backed by world class investors like J Ventures, Neo, Graph Ventures, Ride Ventures, Expansion Ventures, the CEO of Uber and Co-Founder of Vanta, along with seasoned executives and operators from Stripe, Robinhood, and Airbnb.
The Role
We are looking for our first growth hire to put our product into the hands of more business owners, CFOs, and finance teams. As an early team member, you will play an indispensable role in augmenting our outbound to identify and reach potential customers that would benefit from Pillar. You will be responsible for identifying and prospecting new clients, closing new deals, generating top-of-funnel pipeline, and supporting existing customers.
Beyond being a key part of the sales process, you will work with us to experiment and validate new industries, customer segments, channel partners, and expand our presence at conferences, industry events, and social media. You will remain close with customers, working to ensure successful onboarding, product experience, and general support.
The ideal candidate will have experience performing in a demanding work environment, tackling complex, uncertain problems, and seeing difficult tasks through completion. Experience in customer-facing or sales roles along with excellent communication and management skills is a plus.
Responsibilities:
Execute Sales and Manage Pipeline
Conduct outbound pipeline generation by prospecting new accounts and leading initial discovery and qualification
Qualify, advance, and close warm leads to establish a foundation for predictable revenue growth
Achieve monthly targets for pipeline creation, lead qualification, and discovery meetings
Deal Execution & Analysis
Qualify leads, advance opportunities, and create tailored proposals to effectively communicate our value proposition and business impact, securing new clients
Expertise in negotiating deals with legal and finance teams, supported by a strong business acumen
Develop and implement sales messaging improvements and experiments leveraging both data analysis and creativity
Analyze, improve, and innovate on sales processes to increase funnel conversions leveraging our CRM including building automated workflows, dashboards and reporting
Identify patterns of successful deals by analyzing business metrics with the aim of refining the perfect GTM engine
New Business Expansion
Grow existing customer relationships and explore new areas to drive revenue growth
Experiment and validate new business opportunities in terms of new industries, customer segments, channel partners
Increase industry-specific awareness by enhancing Pillar’s presence at conferences, industry events, and social media
Steer Customer Success
Support the customer through onboarding, implementation, and beyond: be available for any and everything the customer needs
Cultivate a deep understanding of the customer's business in order to speak their language
Be well-prepared and knowledgeable about their priorities, initiatives, and challenges to maintain a solid relationship and effectively serve the customer
Manage several stakeholders throughout the sales and implementation cycle
Ideal Qualifications:
1-2+ years of experience in sales, investment banking, management consulting, trading or other industries that require stakeholder management
Excellent written and verbal skills
Be a people person - strong listener and talented communicator who has a strong awareness of those around you. You are thoughtful about the ways you communicate and the impression that may have on a client
Strong comfort level with sales, prospecting and marketing tools & processes
Exude empathy and a collaborative spirit in a high-paced environment
A sense of deep curiosity: always keen on learning more about all aspects of the customer, domain, and product
Bachelor’s degree
Nice to have:
Prior experience with customer-facing or sales roles
Prior experience in fintech, supply chain, or SMB sales
Prior CRM experience
Experience at a high-growth startup
Compensation and Benefits
The annualized salary/OTE for the target level for this role is $100,000-$130,000 plus target equity and benefits. This salary range is based on the current available market data, and represents the expected salary range for this role. Actual compensation will vary based on skills, experience, and which offer each candidate selects.
