Numeral (YC W23)

• Drive revenue for Numeral, owning the entire sales cycle from prospecting through close and activation for mid-market customers • Generate consistent pipeline through outbound prospecting, inbound conversion, and partner collaboration • Run a high-velocity sales motion with strong qualification and deal discipline • Conduct product demos and guide customers through a consultative evaluation process • Close a high volume of deals while maintaining strong conversion rates and ACV targets • Build relationships with finance, operations, and technical stakeholders • Focus on results: pipeline generation, revenue attainment, and forecast accuracy • Maintain clean pipeline management and reporting in CRM • Collaborate with product, design, solutions, and engineering teams to incorporate customer feedback

• Own the full sales cycle from outbound to close, selling to Founders, CEOs, CFOs, CAOs, Controllers, and Operations leaders at e-commerce companies • Manage a high-velocity pipeline with precision: run efficient cycles, maintain rigorous CRM hygiene, and ensure successful post-sale onboarding handoffs • Run world-class discovery and demos, tailoring Numeral’s tax compliance automation to the customer’s unique operational, technical, and financial workflows • Collaborate cross-functionally with Sales Leadership, Product, and Solutions Engineering to refine messaging, improve win rates, and influence the Numeral roadmap • Help build early GTM infrastructure to improving processes, playbooks, and outbound motions • Represent Numeral at industry events, conferences, and strategic customer conversations

• Build and execute a prioritization framework to deepen existing partnerships and identify new avenues for value creation • Define and execute robust launch plans for new partners • Keep a pulse on the competitive landscape and trends • Create plans to drive partnership sales • Influence partners to prioritize Numeral in key deals • Achieve or exceed assigned channel sales quota

• Own rep productivity, onboarding, and ongoing training programs • Drive sales methodology, qualification rigor, and pipeline discipline • Codify messaging, discovery frameworks, and value articulation • Build competitive enablement (vs. Avalara, Anrok, Vertex) • Enable pricing and packaging strategy to reinforce value-based selling • Develop vertical and enterprise playbooks to scale upmarket motion • Lead product release readiness and cross-functional GTM alignment • Drive Salesforce, Gong, and Outreach adoption and pipeline hygiene • Identify performance gaps and build targeted enablement to improve win rates • Equip managers with coaching frameworks to elevate team performance

• Identify and document tax filing requirements • Translate tax rules into system and workflow requirements • Triage complex or non-standard filing issues • Partner closely with Product, Engineering, Filings, and Sales to build scalable solutions • Maintain and evolve internal requirements documentation as regulations change and coverage expands. • Act as an escalation point for complex or edge-case filing scenarios. • Diagnose issues raised by Operating Teams, Product, or Sales and determine appropriate resolution paths. • Coordinate with internal teams and external advisors when clarification or validation is required. • Work closely with Product and Engineering to design and improve filing workflows and automation. • Translate tax requirements into clear inputs for system logic, data models, and product features. • Review and test new filing capabilities from a tax-requirements perspective. • Support Sales and Implementation teams by clarifying international filing scope, requirements, and limitations. • Help distinguish standard vs non-standard filing scenarios and inform customer expectations. • Identify gaps, risks, and inefficiencies in current filing coverage and workflows. • Propose scalable, system-driven solutions that reduce manual intervention as Numeral grows globally.

• Build and maintain automations that replace manual financial operations, including sales tax filings, registrations, reconciliations, and exception handling. • Design workflows that combine browser automation (e.g. Selenium/Playwright-style tooling), internal APIs, and AI-assisted decision logic. • Translate ambiguous operational processes into deterministic, repeatable automation steps. • Investigate failures in automated workflows, diagnose root causes, and implement fixes to improve reliability. • Collaborate with operations teams to understand how work is done today, then design systems that remove the boring parts. • Use AI tools pragmatically to accelerate development, debugging, and iteration. • Improve observability and auditing so automated processes are explainable, traceable, and trustworthy.

• Launch & scale new growth channels: Identify, test, and validate new customer acquisition channels, then build repeatable systems around what works. • Co-own paid acquisition: Launch, test, and optimize paid media campaigns across channels (search, social, emerging platforms) with a focus on CAC, pipeline, and revenue impact. • Build & enrich the TAM: Define, expand, and continuously refine our total addressable market through data sourcing, enrichment tools, segmentation, and ICP iteration to ensure we’re targeting the highest-value opportunities. • Develop creator & content partnerships: Identify, recruit, and manage relationships with content creators and partners to drive awareness, credibility, and customer acquisition. • Optimize website & conversion funnels: Continuously improve core website pages, landing pages, and funnel flows through testing, messaging iteration, and CRO experimentation. • Partner cross-functionally: Work closely with sales and product to align messaging, identify high-value opportunities, and turn customer insights into growth initiatives. • Stand-up new market segments: Helping Numeral go from 0 to 1 in entirely new segments, beyond ecommerce or SaaS. Leading with marketing.

• Own the Ecosystem: Own Numeral’s ERP partnerships, including NetSuite, Sage, Rillet, Campfire as well as the broader ecosystem of SIs, VARs, and implementation partners. • Develop Strategy: Develop tiering, segmentation, and engagement models, serving as the primary point of contact for ERP ecosystem partners. • Enable Partners: Run regular enablement sessions, trainings, and office hours for partners, while building and maintaining partner playbooks, pitch decks, and sales collateral. • Launch Certifications: Launch certification programs to ensure Numeral is implemented correctly and confidently by our partners. • Drive Co-Selling: Embed Numeral into NetSuite and ERP implementation workflows and run structured deal reviews with partners. • Execute Deals: Support active deals and influence decisions during partner ERP implementations, driving both partner-sourced and partner-influenced pipeline. • Account for Revenue: Own sourced and influenced pipeline tied directly to ERP partners, tracking partner performance, deal velocity, and attach rates. • Collaborate Cross-Functionally: Partner with Product & Engineering to prioritize ERP-driven requirements and provide feedback loops from partners to improve integrations. • Partner with Marketing: Collaborate with Marketing on ERP-specific co-marketing, events, and ABM campaigns.

• Identify and document tax filing requirements • Translate tax rules into system and workflow requirements • Triage complex or non-standard filing issues • Partner closely with Product, Engineering, Filings, and Sales to build scalable solutions • Maintain and evolve internal requirements documentation as regulations change and coverage expands • Act as an escalation point for complex or edge-case filing scenarios • Coordinate with internal teams and external advisors when clarification or validation is required • Work closely with Product and Engineering to design and improve filing workflows and automation • Review and test new filing capabilities from a tax-requirements perspective • Support Sales and Implementation teams by clarifying international filing scope, requirements, and limitations

• Own end-to-end launch planning and execution for Numeral’s sales tax payments product • Coordinate cross-functionally to ensure product, operational, and customer readiness • Lead complex, multi-team programs with clear ownership, timelines, and dependencies • Identify operational, product, and customer experience gaps in the sales tax payment lifecycle • Break down complex, ambiguous problems into actionable workstreams