Market Owner / General Manager

What’s the Job Look Like?

We’re looking for someone to win markets for us. You'll be our boots on the ground - visiting customers, running experiments, and delivering growth.

You'll be responsible for digging into how the market functions today, connecting with customers to understand what makes them tick, and then converting them to become our customers. You can’t be deterred by 100 no’s - the 101st person you speak with might say yes and kick off a string of future yes's.

We’re expecting you to do it all in this role - you'll pick up the phone a lot but you'll also experiment. For example - do you think running billboards would be the best way for us to get new customers because all your targets pass the same billboard every day? Go make a deal with the person selling the space on the billboard. Connect with a contractor to get a billboard designed (or do it yourself!). Figure out a way to measure how effective your experiment was.

You won't have a team to start. You won't make recommendations. You won't say “here’s what I think we should do”. Instead you'll do it.

What Might Onboarding Look Like?

Note that this isn't exactly what it'll look like, but rather an example of what we could see someone doing.

For the first 4 weeks we expect you to pick up the phone for most of the day. You're expected to produce 50 customer conversations from existing customers (40 of which will come on the demand side, 10 from workers) in your first two weeks. In the following couple of weeks we expect 1000 calls to prospects, yielding 100 meaningful conversations and a handful of signed deals.

At this point you have a clear understanding of customers (segments, personas, etc). You put forward an idea to run an experiment - you want to host a dinner for all of the Dentists in an area at the nicest restaurant in town. It'll be a space for Dentists to share ideas about managing their practice. You have conviction it'll work from talking to these people and the interest they've shown - now you have to handle the planning and execution of the dinner along with making sure we get value from hosting. The event goes well and we do another 3 in the next month, and due to the events we're now the dominant player in the market. You have another idea to help ourselves further entrench ourselves in your market - it's time for the next iteration...

What’s Success Look Like?

We’re expecting you to win markets by getting to know customers and breaking down barriers. You have to be comfortable where there isn’t a manual - you need to be able to sell our products and services with a high degree of judgment to know 1) what to sell, 2) how we should package / position what we sell, 3) what we can / can’t offer, and 4) how to negotiate / price / etc when we don’t have a pulse on where the market is for our product today. Sometimes "selling" won't be as direct; you'll emphasize building relationships and being there when they need us rather than pushing.

To be successful, you'll need excellent judgment coupled with tons of hustle and business acumen.

What’s Growth in This Role Look Like?

We have lots of opportunities within the company. If you knock it out of the park here you'll have lots of opportunity for what you do next, such as:

1. Build the manual for people who come after you and want to win markets in the same industry
2. Build and oversee a team to execute on your manual
3. Do discovery in new parts of the business to distribute new products
4. Move into another part of the organization entirely

What Experience is Necessary for the Role?

We’re not a company that relies heavily on experience. We hire “general athletes” who embody the traits we think are necessary to succeed in the role.

The only requirement for this role is that you are based in one of the following U.S. locations and do not require sponsorship:

• Chicago
• Dallas
• Houston
• Atlanta
• Washington, D.C.
• Philadelphia
• Miami
• Phoenix
• Boston
• Detroit
• Seattle
• Minneapolis
• Tampa
• San Diego
• Denver
• Charlotte
• Portland
• Austin
• Pittsburgh
• Las Vegas
• Cincinnati
• Kansas City
• Sacramento
• Columbus, OH
• Cleveland
• Indianapolis
• Nashville
• Jacksonville
• Milwaukee
• Raleigh
• Oklahoma City
• Richmond, VA
• Memphis
• Salt Lake City
• Hartford

If you are not currently based in one of these metro areas, you must be open to relocating to one of them for this position.

The Process

We’re expecting a lot of hustle from the person and you’ll report to someone within our product organization. I’d read the following docs from our Product team prior to applying: the Product Team Standards, Product Team Recruiting, and Product Team Structure. The standards and thinking apply to the role while some of the specifics around recruiting and team structure do not.

For this role, there will be 4 steps:

1. Your application
2. An assessment analyzing some sales data and calls from a fictitious company, which you’ll use to craft a plan
3. A conversation on that assessment
4. A secondary assessment to vet your own sales ability, putting your skills to the test on a fictitious product in the real world
5. 1-2 conversations about your skills test and background.

You’ll speak with our Head of Strategy and Operations at some point during the interview process.

The process will move as quickly as you’d like - we’re expecting some people to go from application to accepting an offer in less than a week, we’ll move at your pace.

This role will have a mix of base, bonus, and equity for compensation.

We’re excited to get you started in the process!