Update sales post to reflect improved understanding.

pages/careers/_open-positions.html

@@ -208,35 +208,29 @@ <h2>Sales</h2>
 
     <h3 style="margin-top: 5px; margin-bottom: 5px;">Sales Engineer</h3>
     <h3 style="margin-top: 5px; margin-bottom: 5px;">Senior Sales Engineer</h3>
-    <h3 style="margin-top: 5px; margin-bottom: 5px;">Senior Salesperson</h3>
-    <h3 style="margin-top: 5px; margin-bottom: 5px;">Director of Sales</h3>
+    <h3 style="margin-top: 5px; margin-bottom: 5px;">Technical Account Executive</h3>
 
-    <p>We're looking for a Director of Sales who can own the sales function at Gruntwork. To date, we've asked a small number
-      of DevOps engineers to handle sales calls in addition to their core work. As our company and lead volume have grown,
-      our team wants to stay focused on core product development projects, leaving sales without the attention it deserves.
-      Now we're looking to make our first dedicated sales hire and eventually build up a multi-member sales team at Gruntwork.
-    </p>
-    <p>As the Director of Sales, we'll look to you to create a sales strategy, handle all incoming leads from initial inquiry
-      to signed contract, refine our pitch, measure our success, and lay the groundwork for building up a future sales team.
-      You'll be supported by our current world-class engineers as they transition from "engineer sales person" to "sales engineer."
-      You'll work closely with and report directly to the founders.
-    </p>
+    <p>We're looking for a Senior Sales Engineer to be our first dedicated sales hire at Gruntwork. To date, we've asked a small number of cloud engineers to
+      handle sales calls in addition to their core work. As our company and lead volume have grown, we've had to choose between being effective at sales or
+      improving the product. Now we're looking to make our first dedicated sales hire whose 100% focus will be on educating customers, closing deals, and
+      writing code/docs to help us close deals.</p>
+    <p>As the first sales hire, you'll report directly to the founders and will have the opportunity to make considerable impact on the overall growth of the company.</p>
     <h4>What You'll Work On</h4>
     <ul>
-      <li><strong>Lead sales strategy at Gruntwork.</strong> Gruntwork has become a multi-million dollar company with no outside investment, no debt, and a few humble engineers leading the way on sales. How do we transition from an engineer-led sales process to a more effective one led by sales? How do we measure our success? You'll lead the charge to answer those questions and implement the strategy.</li>
-      <li><strong>Design the sales pitch.</strong> Our sales presentation today involves Gruntwork engineers speaking to customer engineers with no slide deck needed. Customer love the detail and first-hand technical knowledge, but our engineers need the ability to focus on building our product. You'll help us craft an updated sales pitch for a target market (software engineers and DevOps engineers) that is averse to the classic Powerpoint and hungry for the technical details.</li>
-      <li><strong>Streamline our sales workflow.</strong> We are a company of engineers so a part of us dies when we see manual data entry taking up time unnecessarily. We'll look to you to design a streamlined sales workflow that captures key data and enables key metrics using either our existing CRM (Salesforce), or to make the case for a new CRM.</li>
       <li><strong>Manage deals.</strong> We receive a growing number of leads each month and are struggling to keep up. As our first dedicated sales hire, you'll roll up your sleeves and respond to leads, lead sales calls, and close the deals. You'll engage with some of the largest enterprise companies in the world — and throughout the world — as well as cutting-edge new startups.</li>
+      <li><strong>Impact sales strategy at Gruntwork.</strong> Gruntwork has become a multi-million dollar company with no outside investment, no debt, and a few humble engineers doing sales on the side. Now we're ready to have a dedicated sales team and could use your help setting our strategy.</li>
+      <li><strong>Improve the sales pitch.</strong> Our sales presentation today involves Gruntwork engineers speaking to customer engineers with no slide deck needed. Customers love the detail and first-hand technical knowledge, but we want to transition to a standardized pitch that consistently works and that we can share with future sales hires. We'll look to you to help us craft it.</li>
+      <li><strong>Streamline our sales workflow.</strong> You'll help us design a streamlined sales workflow that balances our need to captures key data in our CRM (currently salesforce) with our need for personal productivity and efficiency.</li>
       <li><strong>Light marketing.</strong> You'll primarily focus on converting qualified leads into signed contracts, but there may be low-hanging fruit opportunities to bring in more leads. We'll look to you to identify and coordinate those opportunities, backed by additional budget if needed.</li>
-      <li><strong>Grow a sales team.</strong> You'll lay the groundwork for building up a multi-person sales team. Once we can make the case that hiring another person in sales will be a positive return on investment, we'll look to you to recruit, train, and manage the growing team.</li>
+      <li><strong>Lay the groundwork for a sales team.</strong> We'll work together to lay the groundwork for a future multi-person sales team. As you look to grow your career, you'll have the option to aspire to sales management, or leadership as an individual contributor.</li>
     </ul>
     <h4>Your Ideal Background</h4>
     <ul>
-      <li><strong>Ability to sell.</strong> We can trust you to own all new opportunities ranging from small to company-changing. You should have confidence in your ability to effectively convert qualified leads to a signed contract. You should have prior experience closing deals end-to-end with both small startups and large enterprises.</li>
-      <li><strong>Ability to lead and strategize.</strong> Your past results either prove you can successfully own strategy and leadership for our sales team, or this opportunity represents a natural next step in your career.</li>
+      <li><strong>Ability to sell.</strong> We can trust you to own all new opportunities ranging from small startups to large enterprises. You have confidence in your ability to effectively convert qualified leads to a signed contract. You have prior experience closing deals end-to-end with both small startups and large enterprises. </li>
+      <li><strong>Technical understanding.</strong> You've played the role of technical expert in past roles. In this role, following your ramp up, you expect to have valuable technical information to offer customers, a clear mental model of what Gruntwork does, and answers to a common set of customer questions.</li>
+      <li><strong>Technical skill.</strong> You can write code and build tools. You hate manual data entry so you write your own CLI tool to streamline it. You hate manually generating quotes, so you automate the CRM to do it. When customers point out gaps in the docs or product, you look forward to occasionally filling in those gaps to help close the deal.</li>
       <li><strong>Moral grounding.</strong> A core principle at Gruntwork is doing the right thing. We expect all Grunts to be honest and never compromise their integrity. We understand there's a natural pressure to close the deal, but we only sell products to customers when we genuinely believe they will be of value. You should feel comfortable saying no when necessary so that we can all sleep better at night.</li>
-      <li><strong>Technical skill.</strong> You should be able to build a reasonable mental model of what Gruntwork does and field a common set of customer technical questions. We'll look for indicators that you've done that before, or better yet that you have a technical background in software engineering or DevOps.</li>
-      <li><strong>Bonus: Consulting skill.</strong> Gruntwork helps customers deploy production-grade cloud infrastructure in record time, and sometimes general questions come up that call upon us to become temporary consultants. Or when speaking with large enterprises, you can speak thoughtfully at the level of broad industry trends.</li>
+      <li><strong>Bonus: Consulting skill.</strong> Sometimes general questions come up that call upon us to become temporary consultants. Or when speaking with large enterprises, you can speak thoughtfully at the level of broad industry trends. </li>
     </ul>
     <h4>What time zones do we work in?</h4>
     <p>While Gruntwork <a href="/careers/#sane-working-hours">generally</a> hires anywhere between San Francisco and Berlin, candidates for this role must be within the GMT-7 to GMT-3 time zones, with a preference for being located in the USA or Canada. We expect you'll work primarily with customers and fellow Grunts in those time zones, with limited engagement with customers worldwide and Grunts in Europe. Working during reasonable hours is a priority for us.</p>