Senior Sales Lead

About Edacious Edacious is a fast-moving, science-forward technology company on a mission to change how food quality is understood, measured, and valued. We believe that nutrition and safety are inseparable pillars of food quality, and that nutrient density is a critical link between agricultural practices, human health, and long-term system resilience. Our work is focused on making food quality measurable, credible, and actionable. We operate at the intersection of lab science, software, and storytelling. Through rigorous third-party testing, independent verification of data, and transparent methodologies, we generate trusted nutritional and safety intelligence. We partner with farmers, brands, researchers, and food system leaders to translate that intelligence into decisions that shape products, sourcing strategies, market differentiation, and policy. A core part of our work is helping complex scientific results become clear, usable, and meaningful to consumers without sacrificing rigor or trust. We are building the nutritional & contaminant intelligence layer for the food system, one that enables credible claims, informed procurement, and better consumer understanding. If we succeed, higher-quality, safer food becomes more transparent, more trusted, and more widely available at scale. We are a small, values-driven team with deep scientific roots, strong investor backing, and an interdisciplinary approach spanning chemistry, nutrition, data, and systems thinking. You will work alongside scientists, operators, and builders who care deeply about rigor, verification, and long-term impact, and who believe that improving food quality requires both scientific integrity and clear communication. Role Overview We are hiring a Senior Sales Lead to help transition Edacious from founder-led sales toward a scalable, disciplined commercial system. This is a senior, hands-on selling role for someone who can close complex, trust-based deals today while helping shape how Edacious sells tomorrow. The Senior Sales Lead serves as a critical bridge between early founder-led motion and a durable commercial organization, with direct responsibility for both revenue and the foundations beneath it. You will work directly with the CEO at the intersection of science, food systems, and commerce. Your mandate is simple and demanding: sell first, learn deeply, protect delivery integrity, and help build repeatable sales motion before scale. Over time, this role will help transition ownership of mid-market sales while preserving narrative consistency, pricing discipline, and customer outcomes. The goal is not to replace founder involvement overnight, but to make founder-led sales optional as the business matures. This is not transactional sales, and it is not a role built around inherited playbooks or volume targets. It is a builder role, not a caretaker role, designed for a seller who thrives in ambiguity, exercises strong judgment, and values outcomes over titles. Expanded scope is earned through results, credibility, and the quality of the commercial systems you help create, not through hierarchy or tenure. This is a rare opportunity to sell a category-defining product rather than a commodity. You will work closely with founders and scientific leaders, helping shape how ideas at the intersection of nutrition, safety, and food quality are translated into compelling commercial value. This role intentionally avoids VP or Director titles at the outset. At Edacious, scale is earned, not declared. As repeatable sales motion emerges and the commercial system matures, this position may evolve into a Head of Sales, Commercial Lead, or Revenue Lead role, driven by demonstrated outcomes and readiness rather than tenure or title. Core Responsibilities

Own complex sales cycles. Lead full sales cycles from first touch through close, including discovery, solution design, scoping, pricing, proposal development, and negotiation.

Collaborate directly with leadership. Partner closely with the CEO to refine messaging, pricing, packages, and deal structure based on customer feedback and live opportunities.

Close high-impact deals. Handoff / own and close complex and enterprise-level opportunities that require trust, credibility, and multi-stakeholder alignment.

Develop mid-market ownership. Help define and transition appropriate deals from founder-led to AE-led execution, establishing clear criteria for ownership and success.

Support and coach AEs. Lead by example through joint calls, deal reviews, and live feedback, accelerating AE development through real opportunities.

Generate and manage pipeline. Balance inbound interest with thoughtful outbound prospecting, ensuring qualified opportunities are pursued with discipline and follow-through.

Build trusted customer relationships. Develop deep relationships with customers, operators, product managers, researchers, and decision-makers to understand their needs, constraints, and goals.

Create new commercial opportunities. Identify patterns in customer needs and package offerings in ways that reduce friction, accelerate adoption, and support expansion.

Translate market feedback into action. Capture insights from customers and feed them back into product, marketing, and operations to shape company direction.

Lay the foundation for scale. Document what works, refine processes, and help build the commercial muscle required to grow the team over time.

Align sales with delivery. Partner closely with Customer Success, which will own Net Revenue Retention, to ensure deals are structured for long-term success and expansion.

Job Requirements

6 to 10 or more years of experience in complex or consultative sales roles, with demonstrated success closing six-figure or equivalently complex deals.

Prior experience selling in early-stage or founder-led environments, with comfort operating without established playbooks or brand gravity.

Exceptional communication and narrative-building ability, with a track record of translating complex ideas into clear, compelling commercial value.

Strong judgment in ambiguous situations, including the ability to scope, price, and advance deals responsibly alongside evolving products and delivery teams.

Proven ability to sell in close partnership with technical or scientific teams, earning trust across multiple stakeholders.

Ownership-driven and impact-oriented mindset, treating revenue as a system rather than a quota.

Comfort with responsibility without hierarchy, authority, or inflated titles.

Deep curiosity about food systems, nutrition, health, and science, with a genuine interest in learning and engaging with complex subject matter.

Ways to Stand Out

Experience selling into food, agriculture, nutrition, science-driven sectors, or CPG, especially where credibility, trust, and multi-stakeholder alignment matter. You have carried complex, research-backed stories into the market and made them land.

A track record of closing meaningful, complex deals you are proud of. You can share concrete examples that show how you earned trust, shaped the narrative, structured value, and moved serious buyers to action.

Prior startup experience where you helped build early sales motion from the ground up, including refining positioning, pressure-testing pricing, shaping deal structure, or turning early patterns into repeatable motion.

Experience contributing to or establishing a clear, unifying commercial narrative that aligned internal teams and made selling easier and more consistent over time.

Demonstrated ability to translate technical or scientific complexity into compelling commercial value, particularly in B2B, B2B2C, or values-driven CPG environments where rigor and outcomes matter.

Where & How Would Work

This is a remote-first role, and candidates must be based in the United States. While you can choose where you work day to day, there is a strong preference for someone located in the Boston metro area to enable regular, in-person collaboration with the CEO.

Our headquarters, chemistry lab, and hardware space are in Marlborough, Massachusetts, about 30 minutes west of Boston. The science team works onsite daily, while product and engineering operate remotely. You are welcome to work from the Marlborough office as often as you like, and in-person time is valued when it meaningfully advances collaboration, trust, and decision-making.

You should expect regular travel to large food, agriculture, and CPG-related conferences, as well as select customer and partner meetings. In addition, there will be one to two company-wide or commercial team gatherings per year, typically in New England. We are intentional about using in-person time to build relationships, deepen trust, and move important work forward.

We are built to operate asynchronously and collaboratively. Our core tools include Slack, Google Workspace, GitHub, and Figma, and we prioritize clear communication, shared context, and thoughtful documentation across teams.

Interview Process

HR Screening Call, 20 minutes, Head of People

First Round Interview, 50 minutes, Fractional CRO

Culture and Fit Interview, 40 to 50 minutes, Product & Marketing

Mock Sales Pitch, 1 hour, Commercial Leadership Team

Final Conversation, 30 minutes, CEO