Behind the deal: How Orb wins with empathy, flexibility, and precision

When people ask what it's like to work in enterprise sales at Orb, I usually say this: it’s not your average SaaS sales job. What we do here is highly consultative, deeply cross-functional, and frankly, thrilling.

The market is changing in real time, and we’re helping to define a whole new category. I’m collaborating with companies large and small, many of them adopting usage-based pricing for the first time. It’s clear that Orb is at the center of something big.

Here’s what that looks like.

Consulting is at the core of our sales motion

At Orb, selling isn’t about delivering the perfect pitch. It’s about listening carefully, mapping out complexity, and partnering closely with customers to solve real business problems. Our sales process is rigorous because the challenges our customers face are equally complex.

Our typical sales motion includes:

• An intro call to align on goals and pain points.
• A discovery process to uncover all the technical, functional, and integration requirements.
• A customized demo that maps Orb to a client’s specific use case and business goals.
• Cross-functional technical and commercial validation, often across finance, engineering, and product teams.

What makes it work? Empathy, clarity, and trust. Our prospects come to us because they’re navigating change — maybe launching a new AI product or shifting away from homegrown billing tools that can’t scale. They need a partner who can meet them where they are, not just sell software.

This consultative approach goes far beyond simply selling a product. Account executives with Orb orchestrate complex, high-stakes initiatives across multiple teams.

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The flexibility our customers want starts with how we work internally

One thing I always highlight to other salespeople who are interested in joining Orb is how cross-functional our deals are, both externally and internally. I collaborate closely with:

• Solutions Architects: My technical counterpart and I tag-team deals like Batman and Robin.
• SDRs and Marketing: They help drive warm leads and open new opportunities.
• Product and Engineering: Their work enables the flexibility we showcase in every demo.

On nearly every call, our customers say they care about flexibility. Our internal systems have to be just as adaptable. Our platform has to accommodate whatever pricing model they dream up next, and our team has to translate those models into reality.

Curious problem-solvers with high EQ thrive at Orb

If you’re thinking about joining Orb (especially in sales), we value:

• Empathy: You genuinely care about solving customer problems.
• Curiosity: You ask smart questions and love learning new domains.
• Clarity: You’re a strong communicator across Slack, calls, and documentation.
• Drive: You know how to keep complex projects moving.
• EQ: You read the room, manage people dynamics, and adapt your style.

We’re not selling templated software; we’re designing monetization systems that impact our customers' bottom line. That means sales at Orb feels more like product consulting, with the added element of closing a strategic deal.

Why I chose Orb, and why it’s been my best startup yet

When I joined Orb, I used a personal framework to evaluate the opportunity:

1. The investor lens: Is this a big market, and is this the right team to win it?
   → Usage-based pricing is the future, and Orb is the clear leader.
2. The employee lens: Will I like the people and the work?
   → Yes, and yes. Our team is sharp, kind, and incredibly motivated.
3. The functional lens: Will I be set up for success in my role?
   → One hundred percent. I’ve got a great territory, there’s strong demand for our product, we have a smart comp structure, and there’s lots of support behind me.

Orb has exceeded every expectation. From helping companies shift from seat-based pricing to AI credit models to being part of a mission-driven team that genuinely enjoys building together, this has been my most successful startup experience so far.

Now is the time to build the future of AI monetization

This year has been a tipping point. As companies race to monetize new AI products, they’re ditching rigid billing tools and embracing usage-based models. With that shift, the need for flexible, accurate, and extensible billing infrastructure has never been greater.

Orb is not just riding that wave; we’re building the foundation for it.

If that kind of impact excites you, we’re hiring. Come join us.