An established California automation software company is seeking an experienced commission-only representative to develop and close enterprise deals with labor unions and large statewide membership organizations. You are not starting from zero — the company has a live deployment with a major California membership organization and a named reference contact available for prospect calls from day one. You are carrying a strong California reference into rooms where you already have relationships.
The technology solves three specific problems every large membership organization handles manually today: (1) incoming member enrollment forms arrive handwritten, scanned, or digitally inconsistent and are processed by staff one by one; (2) data files from contributing employers or external agencies arrive in inconsistent formats and must be manually reformatted before they can be ingested; (3) monthly lockbox batch payments must be matched against individual member records — a process that typically takes days and generates significant exception queues. Your pitch is direct: you are showing an operations or finance leader exactly what their counterpart at a peer organization is now doing automatically.
TARGET MARKET & BUYER PROFILE
California-based labor unions, statewide professional associations, and membership organizations with member rosters above 50,000. Primary buyers are executive directors, CFOs, controllers, directors of operations, and membership database managers — anyone responsible for the workflows described above.
REQUIRED EXPERIENCE
- 3+ years in a direct enterprise sales role selling technology, benefits administration, or professional services to labor union executive leadership or statewide membership organization operations staff in California
- Existing warm relationships at 3 or more California-based labor unions or large membership organizations — at executive director, CFO, controller, or operations director level
- Demonstrable understanding of union dues processing, membership management operations, or employer-reported data file workflows
- Proven experience navigating union decision-making structures — including the difference between elected officer authority and staff leadership authority
- Track record closing enterprise deals in the $50,000–$400,000 ACV range with 60–120 day sales cycles
- Financially stable and able to operate without a base salary during a 60–90 day pipeline build period
- California-based or with primary California market focus
PREFERRED QUALIFICATIONS
- Prior experience at a membership management software company, union technology vendor, or benefits TPA serving labor organizations
- Familiarity with employer-to-union data reporting requirements, Taft-Hartley trust fund administration, or union financial compliance
- Existing relationships within AFL-CIO affiliated unions, public sector unions, or building trades organizations in California
- Experience attending California labor union conferences or AFL-CIO ecosystem events as a vendor
Company Description
An established California automation software company is seeking an experienced commission-only representative to develop and close enterprise deals with labor unions and large statewide membership organizations. You are not starting from zero — the company has a live deployment with a major California membership organization and a named reference contact available for prospect calls from day one. You are carrying a strong California reference into rooms where you already have relationships.
