/ Director, U.S. institutional sales

About the company:

goTenna is a Brooklyn-based startup, building products that enable completely decentralized communication. We’re starting with an eponymous device that, paired with your smartphone, lets you communicate with friends even when you have no cell or data service. The first-and-only of its kind, this product successfully started shipping in October 2015 and moved into nationwide retail in 2016. We have various new products for both consumers and professional markets which we'll be releasing in 2017.

goTenna aims to become part of everyone's technology essentials, reducing our reliance on cell towers and wifi routers; and providing users the ability to create a network on their terms, anywhere in the world, free of charges or fees. It starts being useful when you're off-grid, but our technology can be part of the everyday communication stack. Our vision is to build bottom-up communication technology because we believe that in the near future instead of depending on hard-to-scale, geographically-constrained, expensive top-down infrastructure (i.e. tubes, wires, towers), connectivity will be created by people and the things around them in a distributed, modular, scalable way. Beyond B2C and B2B, we have designs on IoT and emerging markets.

We care a ton about what we’re building — from both philosophical and technological perspectives — and our team is a scrappy group, armed with a few rounds of venture capital from some really nice folks (incl. Collaborative Fund, Bloomberg Beta, A16Z, Brooklyn Bridge, MentorTech, BBG, Walden). Our downtown Brooklyn loft is stocked with snacks, a nap room named after Freud, and friendly, smart people who like teaching and learning from each other.

About the role:

Over the past years goTenna has built up significant relationships with the defense, public safety, industrial, and enterprise markets. Professional users have been buying and using our award-winning consumer products, and more recently they’ve also been engaged in the development of our upcoming professional-grade products. The goTenna Professional product line is about to officially hit the market, and key customers’ reaction can be described as nothing less than eager anticipation. Our institutional sales waterfall is wide-reaching as it is — Salesforce is already filled with leads — but we’re looking to hire someone to take this opportunity to the next level.

If you’re the right person for the Director, U.S. Institutional Sales role, you have a deep network applicable to goTenna’s professional product-market fits; expert familiarity with the processes and deadlines that frame institutional buying cycles; keen quantitative skills needed for accurate sales forecasting, budget planning, and departmental P&L responsibility; strong customer relationship development and management experience; proven ability managing external contractors and mentoring junior colleagues; well-versed in setting sales operations best practices; exposure to business development side of professional sales (e.g. RFPs); exceedingly strong interpersonal and technical communication skills; a goal-oriented “fire in the belly” drive to deliver bottom-line results; and, finally, a commitment to honesty, excellence, and continuous improvement.

As goTenna’s first dedicated institutional sales leader, the main responsibility of the Director of U.S. Institutional Sales will be to create and execute on the sales strategy for public safety, defense, industrial, and enterprise markets — with a large focus on public safety at the outset, as it’s where we expect to see the most scalable early traction. These strategies should include the development of significant in-house sales accounts as well as a robust external sales partner network. As of today, the processes, team, and strategies for success in these professional markets are very promising but nevertheless nascent, so it will be your responsibility to fully define and drive them to success. Joining the goTenna team now means entering at an exciting inflection point — with millions of dollars in revenue already (mostly in B2C) and with B2B/B2G product fit confirmed and about to hit the market, we’re moving into brand expansion and market capitalization mode.

This role, naturally, will be a big part of this pivotal next stage. You’ll work in close partnership with the VP, Institutional Product & Marketing to ensure continuing product/market fit, aligned business development efforts, and evolving sales strategies. As a key member of goTenna’s executive team, you will also collaborate with the CEO, COO/VPE, Director of Finance, Director of Business Operations, and more.

Key activities:


Planning & finance

Market intelligence

Required qualifications & attributes:

This is a full-time position — role can be based at our HQ in Brooklyn, NYC or remotely from a location that’s of strategic value to the institutional sales market. Compensation package includes: annual salary, contingent performance bonus, equity, benefits (100% of premiums covered for employees; 50% for dependents), a $1,500 technology stipend, a month of holidays and PTO each year, and other good stuff (e.g. FSA, commuter tax benefits).

To apply, please write to ​ and title your email “Institutional sales”. We are hiring immediately.

This position is based out of our Brooklyn, New York office.

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