Product and Sales Manager

**About the Role** ReavesLabs is building AI education technology products, tools, and systems serving educators, traders, and government entities. You are the first salesperson and the architect of our go\-to\-market strategy — the person who closes deals and shapes how the market understands our products. You are the Founder’s sales co\-pilot. You travel alongside the CEO across the nation — to state and local governments, school districts, enterprise clients, and strategic partners — 60–70 percent of the time. When the Founder closes a deal, you are in the room. You understand the products deeply, you translate customer problems into product opportunities, and you bring customer signal back to the engineering team so they know what the market actually needs. You work in lockstep with the Systems \& Security Engineer. Together, you feed the ReavesLabs company brain: you bring customer signal (what the market wants), they bring product information flow (what we can actually build). You are based in Los Angeles — already here or willing to relocate. *This is a high\-accountability, high\-reward role. You will show your work every week. You will close deals. You will build the sales playbook that the next five salespeople inherit.* **The Dual Mandate** **Close Deals — Customer Signal** You own the revenue pipeline. You prospect, qualify, pitch, and close deals across our flagship products — selling to government, education, and enterprise. * Understand each product deeply: which solves which problem, for whom, and why. * Position products correctly to different verticals — government procurement differs from the educator buying process differs from enterprise. * Capture customer feedback, objections, and unmet needs. This is customer signal, and it flows into the ReavesLabs brain. * Build and maintain a qualified pipeline. Weekly reporting shows prospects, deal stage, closing probability, and next steps. **Shape Products — Product Information Flow** You are not just selling existing products — you help shape what we build next. You understand the roadmap, the technical constraints, and the market demand, and you translate between them. * Understand the ReavesLabs product information flow: what we’ve built, what’s coming, what’s feasible, and why. * Work with the Systems \& Security Engineer to understand architecture, capabilities, and timelines. * Translate customer signal into product priorities: “Three districts need X — here’s the impact if we build it.” * Document your sales methodology, positioning, and objection\-handling playbook so the next salesperson inherits a proven system. **Engagement Structure** This is a 1099 independent contractor role, performance\-based from day one. * **ReavesLabs provides:** MacBook Pro hardware, all travel expenses, and coworking/connectivity stipends. * **You are responsible for:** your own taxes, insurance, and business licensing as an independent contractor. * **Performance Ramp:** 90\-day probation with a clear performance bar. Hit your activity and pipeline targets and your base increases to $6K–$8K at day 91\. If not, we part ways. * **Term:** 12\-month contract with a 30\-day termination clause at any period of your performance. **Weekly Accountability** Every Monday, you submit a sales pipeline report showing: * Number of qualified leads prospected (target: 10\+ per week). * Discovery meetings booked this week and next week. * Deal pipeline by stage (prospect, discovery, proposal, closing) with probability estimates. * Customer signal from the field — what they’re asking for, what problems they face, what we’re missing. * Wins and losses — what closed, what didn’t, and why. You are not managing a territory. You are closing deals with the Founder. Transparency and activity are non\-negotiable. **Collaboration: Locked in Step with the Engineer** The Systems \& Security Engineer owns product information flow. You own customer signal. You are two halves of the same system. * Weekly syncs with the engineer: you bring customer feedback (“government districts need real\-time analytics”), they translate it to technical feasibility (“here’s the architecture impact”). * Both of you feed the ReavesLabs brain, so every doctrine and product decision reflects what the market needs and what we can deliver. * In the field with the Founder, the engineer answers technical deep\-dives while you close on business value. * You document deal methodology; the engineer documents system architecture. Together you create the playbook for scaling. **Compensation** **Base Retainer** $6K–$8Kper month, paid monthly via invoice. At the 90\-day mark, if you hit activity and pipeline targets, base increases to $8K\-$10K **Tiered Commission (by Annual Contract Value)** * $0–$10K ACV: 1–2% commission (e.g., a $5K/year deal \= $50–$100\). * $10K–$25K ACV: 3–4% commission (e.g., a $20K/year deal \= $600–$800\). * $25K–$500K ACV: 5–10% commission (e.g., a $100K/year deal \= $5K–$10K). * $500K\-$5M ACV: 10\-13% commission (e.g., a $1M/year deal\= $100K\-$130K). *The structure rewards you for hunting deals that move the needle.* **Real Upside Examples** * Conservative year (small/mid deals): $84K–$100Kbase \+ $20K–$40K commission \= $104K–$140K. * Strong year (mid\-market \+ enterprise): $84K–$100K base \+ $60K–$100K commission \= $144K–$200K * Exceptional year (government \+ multi\-year): $84K–$100K base \+ $120K–$250K\+ commission \= potential $204K\-$350K. **What We’re Looking For** **In Sales Chops** * 5\+ years closing B2B SaaS, software, or services deals. You know how to prospect, qualify, pitch, and close. * Experience selling to government, education, or enterprise. You understand procurement, long sales cycles, and stakeholder management. * A proven track record — show us deals you’ve closed, average deal size, and your methodology. **Product Mindset** * You care why a product exists, not just how to sell it. You ask “what problem does this solve?” before you pitch. * You learn complex products fast and explain them to different audiences — government officials speak differently than educators. * You bring customer feedback back to the product team. You think like a PM, not just a quota\-grinder. **Operator Mentality** * You thrive in ambiguity. You’re building the sales function from zero — no playbook, no CRM templates, no manager telling you what to do. * You document everything: methodology, positioning by vertical, objection handling. The next salesperson learns from your playbook. * You’re comfortable with accountability — weekly reporting, pipeline transparency, and measurable outcomes are non\-negotiable. **Travel\-Ready \& LA\-Based** * Comfortable with 60–70% travel, sometimes on 48 hours’ notice. You live out of a suitcase and thrive in the field. * Based in Los Angeles or willing to relocate. In\-person product sprints and strategy sessions happen in LA. **What Success Looks Like** * **Year One —** You close $200K\+ in new ACV, document your sales playbook, and help onboard the second salesperson. * **Year Two —** You’ve built a repeatable sales motion across government, education, and enterprise. The second rep is ramping. You’re tracking toward $500K\+ ARR. * **Year Three —** You own the sales function and are in consideration for equity or a leadership role. Sales is a competitive advantage, not a bottleneck. **How to Apply** Send your resumé plus a one\-pager on three deals you’ve closed: the customer problem, your positioning, why it closed, and the deal size. We want to see how you think, not just your numbers. In your application, confirm: (1\) you are comfortable with 1099 contractor status; (2\) you are Los Angeles–based or willing to relocate; (3\) you are comfortable with 60–70% travel with the Founder. Then tell us: what product or market excites you about ReavesLabs, and why do you want to build the sales function from zero? Job Types: Full\-time, Contract, Temporary Pay: $84,000\.00 \- $250,000\.00 per year Work Location: On the road