Hope
New Business Development Manager
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Hope | Remote | Commission only (Uncapped) + Share Options
About Hope
Hope is an AI workforce performance platform that gives leadership teams predictive visibility into workforce risk, disengagement, attrition, burnout, performance gaps, before it hits the P&L. We translate people data into the three numbers every board cares about: Revenue, Retention, Risk.
We're building to solve the $10 trillion problem hiding inside workforce disengagement and burnout, this is a global-level problem that requires that kind of thinking.
We're pre-revenue, founder-led, and building our first customer base. This is a ground-floor opportunity to shape a category-defining product and be rewarded directly for the deals you close.
The role
This is a commission-only role + share options - (no base salary/benefits), with uncapped earning potential, tied directly to contracts signed.
We're looking for a Business Development Manager/Sales Executive to generate and close new business. Experience in selling SaaS products at early stage startups is a big advantage. You may already have success in an early stage startup - or you might be a seasoned BDM/Sales Executive who knows how to break into new markets and scale new businesses. This role requires domain expertise and how to sell into decision makers - if you may already be a 'rainmaker' in an adjacent market, then this role might suit you best.
This is a full-cycle new business role - you own pipeline generation through to signed contract, not a lead-qualification handoff (SDR/BDR) or closing-only role (AE). You're measured on outcomes, not activity.
What you'll do:
- Build and manage your own pipeline of target organizations (HR, People, and C-suite buyers)
- Run discovery calls and product demos
- Negotiate and close new deals
- Work closely with the founder team on positioning and deal strategy
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How success is measured:
- New ARR closed (primary KPI)
- Qualified pipeline generated (secondary KPI)
How you're paid:
This role is commission-only, structured around two things: Closed revenue and pipeline quality, so the plan rewards deals that actually stick, not just activity. You will also be rewarded with company share options for qualified pipeline generated. (Please do not apply if you require a base salary/benefits - we can't offer this at this stage).
- 70% weighting - New ARR closed: Cash commission on the first-year contract value of every deal you sign.
- 30% weighting — Qualified pipeline generated: Rewarded through share options rather than cash. Every qualified opportunity you generate (right buyer, right budget signals, real timeline) earns you additional share options, on top of whatever cash commission you'll also earn if it closes. This recognises the pipeline-building work that closed-deal commission alone doesn't capture — without requiring cash before there's revenue to pay it from.
- Tiered accelerators above 100% of target: The more you close, the higher your rate on the marginal deal (indicative tiers: 5% / 7.5% / 10% / 12.5% as attainment increases). Uncapped.
- Threshold to qualify for accelerators — a baseline attainment level must be hit before higher tiers kick in, so payout stays tied to sustained performance rather than one lucky deal.
- Clawback clause — commission on a deal is subject to clawback if the client churns or fails to pay within [insert period, e.g. "first 90 days"]. This protects the plan and keeps incentives aligned with deals that are actually good for the business.
- Full autonomy on how you build your pipeline and manage your time
- Early access to a product with strong ROI numbers to sell (Hope Activate typically delivers 40–53x ROI within 90 days)
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Full commission plan — exact rates, payout timing, and qualification criteria — shared and agreed through contract before you start. Reviewed quarterly; no changes made mid-quarter.
Who we're looking for
- Proven track record in B2B new business sales, early stage startup growth; in HR tech, SaaS, or workforce/people solutions
- Must be able to sell to executives: CHRO, CFO, COO, CEO-level buyers
- Self-starter who's sold commission-only or high-autonomy roles before - you know how to build a pipeline without hand-holding or requiring a marketing engine to generate your leads - you bring the leads and close the deals.
- Confident presenting ROI and financial-impact arguments, not just product features
- Based in US, UK, EU timezones
Why this role + Hope
- Hope has a strong culture of solving people-level problems - we care about the individual + the business outcomes of every client and individual we work with
- For every conversation you start with a customer, you represent our brand, being a people-centered individual counts in this role
- You'll have direct line to the founders & CEO — no layers or bureaucracy
- A product with a genuinely differentiated story (not another 'wellbeing or people survey' tool)
- Validated already with executives at Accenture, Gartner, SAP, Thoughtworks
- Real earning upside for people who can sell, the more you close, the more you make, with no cap
- We're a fast-paced startup - those who join now will retain equity shares as the company grows
- Opportunity to develop into a full-time, salaried role (based on role success)
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