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Our mission is to change the way developers build software.
The Role
Manage mid-market SaaS deals end-to-end: build pipeline, qualify leads, run technical discussions with engineers, negotiate and close deals, maintain Salesforce pipeline and forecasts, execute territory plans, collaborate with sales engineers and cross-functional teams, and feed product/engineering with customer needs to increase Retool value.
Summary Generated by Built In
ABOUT RETOOL
Nearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.
At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components.
Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for.
Let's build the future together!
WHY WE’RE LOOKING FOR YOU:
We have aggressive goals, and to help us get there, you’ll own deals from start to finish. We’ll look to you to manage multiple deals concurrently, navigate org structures, and help alleviate our prospects’ pain points by showing them the possibility, value, and impact of Retool. You and our Sales Development team will build your pipeline and collaborate with our deep bench of Sales Engineers to win deals across the board.
You’re comfortable running point on key deals, managing a book of business, and building a playbook for future team members. You’re adept at listening to and engaging with engineers—our buyers—and have the know-how to navigate technical discussions and decisions. You’ll bring best practices, deep sales acumen, and drive to close deals quickly.
WHO YOU'LL WORK WITH:
You’ll work with our team of Sales Engineers (who are engineers themselves!), other Account Executives, and our SDR team. You’ll dive into sales forecasting meetings, partner with our Head of Sales and leads to close deals, and work cross-functionally with Success, Marketing, and Engineering teams. This role reports directly to our Head of Commercial in EMEA.
You’ll join a broader Retool team passionate about serving our customers and collaborating to build an incredibly innovative AI product. If this sounds like you, we’d love to hear from you!
IN THIS ROLE, YOU'LL:
- Identify and qualify leads and develop them into high-value opportunities.
- Build relationships and establish communications at the highest executive levels in your accounts to understand their needs and priorities, and to speed up and simplify the deal process.
- Own the closing process, including negotiations and procurement activities.
- Keep Salesforce up to date with customer information, forecasts, and pipeline data so we can learn more about our business and our sales process.
- Develop and execute a strategic territory plan to meet monthly, quarterly, and annual revenue objectives.
- Work with technical stakeholders and executives to identify opportunities for Retool to accelerate Engineering within their org.
- Partner with sales engineers and the executive team to create relationships within all levels of key accounts.
- Collaborate with Engineering to identify and deploy new features to continuously increase the value of Retool.
THE SKILLSET YOU'LL BRING:
- Experience hitting a quota of $1M+ of ARR per year.
- Experience managing end-to-end SaaS sales cycles with mid-market companies 250-2,500 employees).
- A track record of success in driving consistent activity and pipeline development.
- A solution-based approach to selling and the ability to manage a sales process.
- Excellent presentation and listening skills, organization, and contact management capabilities.
- A hands-on approach to learning technical concepts and leading technical discussions internally and externally with stakeholders of all levels.
- Previous experience preferred in developer tools, cloud infrastructure, databases, and/or business intelligence.
- A strong desire and willingness to learn and build as our product and processes evolve.
Retool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers page!
Retool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations.
Skills Required
- Experience hitting a quota of $1M+ ARR per year
- Experience managing end-to-end SaaS sales cycles with mid-market companies (250-2,500 employees)
- Track record of driving consistent activity and pipeline development
- Solution-based approach to selling and ability to manage a sales process
- Excellent presentation, listening, organization, and contact management skills
- Hands-on approach to learning technical concepts and leading technical discussions
- Previous experience in developer tools, cloud infrastructure, databases, and/or business intelligence
- Strong desire and willingness to learn and adapt as product and processes evolve
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The Company
What We Do
Retool is a development platform for building business software. Users can visually design apps that interface with any database or API, and switch to code to customize how their apps look and work. With Retool, developers ship more apps and move their business forward—all in less time. Thousands of teams at companies like Amazon, DoorDash, Peloton, and Brex collaborate around custom-built Retool apps to solve internal workflows. We're just getting started and growing quickly—join us!
Why Work With Us
Retools are solution drivers—whether fixing a button misalignment or enabling customers to build with the newest AI technologies, we wear many hats and act like owners. Our small teams work on big problems, pushing hard and moving quickly to create outsized impact. We hold each other accountable and celebrate together when we get it right. Join us!
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