About the Company
Shortlister is the leading marketplace connecting employee benefits vendors with the brokers and consultants who advise Fortune 1000 employers. Our platform powers RFPs, RFIs, and vendor discovery for the largest benefits consulting firms in the world.
About the Position
We are hiring a Vendor Sales Representative to sell Shortlister products directly to benefits vendors (our supply-side customers). You will own a territory of approximately 190 vendor accounts, selling a suite of products that help vendors gain visibility, generate leads, and win more broker business through our platform.
This is not an entry-level role. We need someone who has already figured out how to sell, can operate independently from day one, and has the judgment to know when to push, when to listen, and when to walk away. You will receive product training, call coaching, and deal support, but we do not have a formal sales training program. If you need someone teaching you how to prospect or run a discovery call, this is not the right fit.
What You Will Sell
You will sell across a multi-product suite. Each product serves a different need, and often a different buyer persona within the same vendor organization. Knowing which product to lead with based on who you are talking to is critical.
Essentials Plan : Broker-facing visibility. Enhanced profile, search positioning, and broker access. The bread-and-butter product.
Meet a Vendor Webinar: Live webinar to the broker audience with lead generation and newsletter promotion. Limited inventory creates natural urgency.
VIP Program : Performance-based program with no upfront cost. Structurally different from other products.
Competitive Market Intelligence Report: New in 2026. Deep competitive analysis for vendors. Highest ticket item, likely involving senior leadership in early sales.
PPC / Reveal In-Market Buyers: Employer-facing digital products. Lower commitment, credit-card-friendly entry point. Relevant for vendors with a digital marketing focus.
What You Will Actually Do Day-to-Day
- Own and work a territory of ~190 vendor accounts across multiple product categories
- Run the full sales cycle from outreach through close, typically 1-2 calls to decision
- Generate outbound pipeline: cold outreach, targeted follow-ups, and strategic re-engagement of lapsed accounts
- Work inbound leads sourced from vendor success team interactions (warm handoffs from RFP/RFI activity on the platform)
- Tailor your pitch based on who is on the call: a consultant relations person cares about broker access, a digital marketer cares about employer traffic, a head of sales cares about pipeline and competitive positioning
- Prepare for every call: know the vendor, know their competitors on the platform, know their activity history, and use that knowledge to create urgency
- Participate in regular call reviews and coaching sessions using Fireflies recordings
Must-Haves
- Native or near-native English fluency. This is the first screen and it is non-negotiable. You will be selling to US-based decision-makers who will notice any gap in fluency, nuance, or confidence.
- 3+ years of B2B sales experience with a demonstrable track record of self-sourced outbound pipeline generation. We will ask for specifics.
- Experience selling to multiple buyer personas or navigating multi-stakeholder conversations where the value proposition shifts depending on the audience.
- Professional maturity and sales instincts: you have already made the common mistakes somewhere else. You know when to push, when to listen, when a prospect is not ready, and when to move on.
- Ability to operate independently after approximately 30 days of supported onboarding. You will get product training, call shadowing, and coaching, but not a formal sales academy.
- Comfort selling across a multi-product suite with deal sizes ranging from ~$3k to $20k+ in a short (1-2 call) sales cycle.
Strong Preferences
- Background selling media, data, intelligence, or SaaS products (not traditional insurance/benefits industry sales)
- Experience in a marketplace or platform business where the value proposition differs by audience or side of the platform
- Has worked in a small team or startup environment without a polished playbook, and built their own process
- Demonstrates strong preparation habits: researches prospects, reviews account history, and shows up to calls with a point of view rather than a script
- Familiarity with CRM tools (HubSpot preferred) and comfort with a data-informed selling approach
What We Offer
- Career advancement opportunities and working with a smart and motivated team.
- Flexible work arrangements, because a life/work balance is important to Shortlister!
- Private health insurance
- 20 days paid vacation per year
- Invests in personal and professional growth of employees