Alguna

Who you are You sell with curiosity, not scripts: You’re great at discovery and you genuinely want to understand how a business works before you pitch. You’re comfortable selling “mission-critical”: Pricing, quoting, billing, and revenue workflows touch money and trust. You can handle detail, risk, and scrutiny without getting flustered. You’re a builder: Early-stage means there isn’t a perfect playbook. You help create it: messaging, ICP, talk tracks, objection handling, and process. You’re relentlessly pragmatic: You focus on what moves deals forward. You know when to go deep and when to simplify. You can multi-thread like it’s your job (because it is): You’re confident working across Finance/RevOps, Sales Ops, Engineering, Security, and Procurement. You’re crisp and direct: You communicate clearly in writing and live calls, and you keep momentum with tight follow-ups. You’re efficiency-obsessed: You run a clean pipeline, keep notes tight, automate the boring parts, and protect time for selling. You use AI as leverage: You use AI tools to accelerate account research, personalization, call summaries, follow-ups, proposal drafts, and forecasting—while keeping judgment and authenticity in the loop. You have enterprise sales reps under your belt: You’ve closed complex >$100k B2B deals (long cycles, multiple stakeholders, procurement/security steps) and can show wins. What the job involves Own enterprise deals end-to-end (the fun kind): From “is this a real problem?” → discovery → demo → business case → security/procurement → close. If a deal stalls, you find the why and unblock it. Run great discovery: Map the current quote-to-revenue workflow, identify pain, quantify impact (time, errors, leakage), and align on success criteria. Drive a tight sales process: Build mutual plans, set next steps, maintain urgency, and manage stakeholders across technical and business teams. Position Alguna clearly: Tell a simple, compelling story about how we unify pricing, quoting, and billing so teams move faster without breaking revenue ops. Partner closely with founders + GTM: Collaborate on strategy, account selection, messaging, and iterative improvements to the sales motion. Work cross-functionally: Pull in product/engineering/customer success when needed, and translate customer feedback into actionable product input. Build repeatability: Turn what works into templates, sequences, talk tracks, battlecards, and a scalable pipeline motion. Operate with data: Keep pipeline accurate, forecast honestly, and use insights to improve win rate and cycle time. What success looks like You consistently create and close high-quality opportunities in our ICP Deals move with clear next steps and minimal “waiting around” Stakeholders trust you because you’re precise, responsive, and outcome-driven Patterns you learn from customers turn into better messaging, better process, and a better product Nice-to-haves Experience selling to Finance/RevOps/Sales Ops and technical stakeholders Fintech / billing / payments / pricing domain familiarity Startup experience (you’ve built pipeline without a huge brand behind you)

Who you are You sell with curiosity, not scripts: You’re great at discovery and you genuinely want to understand how a business works before you pitch. You’re comfortable selling “mission-critical”: Pricing, quoting, billing, and revenue workflows touch money and trust. You can handle detail, risk, and scrutiny without getting flustered. You’re a builder: Early-stage means there isn’t a perfect playbook. You help create it: messaging, ICP, talk tracks, objection handling, and process. You’re relentlessly pragmatic: You focus on what moves deals forward. You know when to go deep and when to simplify. You can multi-thread like it’s your job (because it is): You’re confident working across Finance/RevOps, Sales Ops, Engineering, Security, and Procurement. You’re crisp and direct: You communicate clearly in writing and live calls, and you keep momentum with tight follow-ups. You’re efficiency-obsessed: You run a clean pipeline, keep notes tight, automate the boring parts, and protect time for selling. You use AI as leverage: You use AI tools to accelerate account research, personalization, call summaries, follow-ups, proposal drafts, and forecasting—while keeping judgment and authenticity in the loop. You have enterprise sales reps under your belt: You’ve closed complex >$100k B2B deals (long cycles, multiple stakeholders, procurement/security steps) and can show wins. What the job involves Own enterprise deals end-to-end (the fun kind): From “is this a real problem?” → discovery → demo → business case → security/procurement → close. If a deal stalls, you find the why and unblock it. Run great discovery: Map the current quote-to-revenue workflow, identify pain, quantify impact (time, errors, leakage), and align on success criteria. Drive a tight sales process: Build mutual plans, set next steps, maintain urgency, and manage stakeholders across technical and business teams. Position Alguna clearly: Tell a simple, compelling story about how we unify pricing, quoting, and billing so teams move faster without breaking revenue ops. Partner closely with founders + GTM: Collaborate on strategy, account selection, messaging, and iterative improvements to the sales motion. Work cross-functionally: Pull in product/engineering/customer success when needed, and translate customer feedback into actionable product input. Build repeatability: Turn what works into templates, sequences, talk tracks, battlecards, and a scalable pipeline motion. Operate with data: Keep pipeline accurate, forecast honestly, and use insights to improve win rate and cycle time. What success looks like You consistently create and close high-quality opportunities in our ICP Deals move with clear next steps and minimal “waiting around” Stakeholders trust you because you’re precise, responsive, and outcome-driven Patterns you learn from customers turn into better messaging, better process, and a better product Nice-to-haves Experience selling to Finance/RevOps/Sales Ops and technical stakeholders Fintech / billing / payments / pricing domain familiarity Startup experience (you’ve built pipeline without a huge brand behind you)

Who you are You’ve operated in billing + accounts receivable environments and you understand how cash actually moves You’re calm with messy data and ambiguous inputs (CSV exports, inconsistent fields, partial histories) You communicate clearly with finance stakeholders and can explain discrepancies without drama You’re systems-minded: you naturally think in workflows, edge cases, owners, and “what breaks if we change this?” You’re a leverage-seeker: you turn recurring migration steps into templates, tooling, and automation What the job involves Help customers migrate from their current billing/AR setup into Alguna without breaking revenue workflows Translate real-world AR processes (terms, invoicing, collections, disputes, cash application) into a clean system configuration Own “cutover readiness”: open invoices, credits, unapplied cash, and reconciliation checks before go-live Validate outcomes: invoice parity, AR aging integrity, payment matching, and customer-facing billing accuracy Partner with customer finance teams to resolve exceptions fast (pricing mismatches, missing payments, credit application issues) Create repeatable playbooks/checklists so each migration gets faster and more reliable Requirements (past experience) 2–6 years in Billing Ops / AR / Collections / Finance Ops Hands-on experience with: AR aging and collections workflows Dispute management Reconciliation (invoices ↔ payments ↔ credits) Cash application / unapplied cash (or close equivalent) Strong spreadsheet skills (Excel/Google Sheets); comfortable doing reconciliation logic Experience working with finance systems (any of: Stripe, Netsuite, Xero, Sage, QuickBooks, Chargebee, Zuora, Salesforce/HubSpot) Nice to have SaaS subscription or usage-based billing exposure Experience supporting implementations/migrations (even internally) Comfort writing lightweight automation (Sheets scripts, Zapier, SQL) or using AI tools to accelerate ops work If you have experience with AR migrations, include one sentence explaining the hardest part. If you do not, include one sentence explaining what you would validate first.