Mikan Associates
About Mikan
Mikan (mymikan.com) helps organizations turn data into decisions. We pair pragmatic strategy with packaged, industry-relevant data & AI solutions that automate prep, elevate insights, and drive next-best actions. We serve customers across Financial Services, Healthcare, Manufacturing, Education, and Membership Organizations.
The Role
You’ll own the full sales cycle from targeted outbound and partner co-selling, through close and expansion. You’ll lead disciplined discovery, shape solution narratives tied to measurable outcomes, and orchestrate evaluation, security/procurement steps, and commercial terms. This is a builder role for a consultative closer who loves turning complex problems into clear business value.
What You’ll Do
- Build and progress pipeline
- Identify and engage ICP accounts; create multi-threaded opportunities with executive and functional buyers.
- Run structured discovery to quantify pains, target outcomes, and success metrics.
- Shape and position solutions
- Align customer needs to Mikan offerings (strategy packages and AI-enabled solutions) with clear business cases and close plans.
- Amplify Mikan’s Automation-Outcome value story.
- Drive deals to close
- Coordinate evaluations, security/IT and procurement/legal reviews; manage pricing/terms and approvals; negotiate to signature.
- Ensure clean handoffs to delivery team; collaborate with the delivery team on expectations for success milestones and references.
- Forecast with discipline
- Maintain CRM accuracy (24-hour freshness); publish weekly forecasts; manage risk and stage progression with evidence.
- Uphold deal-crafting & margin guardrails, document decisions and next steps.
- Partner for the long haul
- Convert pilots/prototypes to subscriptions across lines of business.
- Co-sell with ecosystem partners and platforms, support events and targeted campaigns.
Qualifications
- 3–7+ years of full-cycle, new-logo B2B sales (SaaS, data analytics, AI-adjacent services), with consistent quota attainment.
- Proven ability to run structured discovery, quantify value, and build multi-stakeholder consensus (business + technical + legal/procurement).
- Experience moving 30–90 day land motions (pilots/prototypes that convert to subscriptions).
- Strong written and verbal communication; CRM rigor; professional presence with executives.
- Familiarity with selling data, analytics, or AI-enabled offerings.
- Vertical experience in one or more of our focus industries.
- Channel/partner co-sell experience and comfort with marketplace-style motions.
Location, Work Style & Logistics
- Location: Washington, DC (Hybrid: remote most days + periodic in-office collaboration).
- Hybrid (DC): Remote most days with periodic in-office collaboration for team working sessions, prospect meetings, and enablement.
- Employment Type: Full-time (W-2). Exceptional contractor/agency profiles may be considered.
- Travel: ~10–25% for client workshops and events (as needed).
What Success Looks Like
- Consistent attainment of new-business targets and healthy pipeline coverage (≈3×).
- Predictable forecasting (±10% accuracy) and stage-based hygiene.
- Documented value: references, renewals, expansions, and signed logo/case-study rights.
- Commercial discipline: controlled deal crafting, maintained margins, and clean handoffs to delivery/CSM.
How We Enable You
- Clear ICPs and value narratives by industry; discovery templates; proposal and ROI scaffolds; reference architectures and demo scripts.
- A strategy-first land motion (prototype/pilot to subscription) with defined success criteria and value reviews.