LEO Lecturer I - ENTR 414: Startup Sales

How to Apply

A cover letter is required for consideration for this position and should be attached as the first page of your resume. The cover letter should address your specific interest in the position and outline skills and experience that directly relate to this position.

Job Summary

The College of Engineering, Center for Entrepreneurship at the University of Michigan, invites applicants for a part-time LEO Lecturer I position to teach ENTR 414: Startup Sales during the Winter 2026 term. This is a part-time (20% effort), in-person position.

The Mission of the CFE is to unlock the full entrepreneurial potential at the University of Michigan by helping people to understand, experience, practice, and refine the skills needed to successfully translate their knowledge, ideas, leadership, creativity, and enthusiasm into lasting value in the world. We achieve this potential by providing broad and inclusive access to a wide variety of educational opportunities, immersive learning experiences, timely and powerful mentorship, and meaningful connections to the global industry leaders that are building the future. Additional information about the CFE can be found here.

Who We Are

Michigan Engineers are world-class educators, researchers, students and staff who strive to build a people-first future. As part of a top national public research institution, Michigan Engineering's mission is to provide scientific and technological leadership to the people of the world, develop intellectually curious and socially conscious minds, create collaborative solutions to societal problems, and promote an inclusive and innovative community of service for the common Michigan Engineers are world-class educators, researchers, students and staff who strive to build a people-first future. As part of a top national public research institution, Michigan Engineering's mission is to provide scientific and technological leadership to the people of the world, develop intellectually curious and socially conscious minds, create collaborative solutions to societal problems, and promote an inclusive and innovative community of service for the common good.

Responsibilities*

The Center for Entrepreneurship's courses are the epitome of experiential learning, demonstrative of an entrepreneurial mindset, and open to all U-M students across all 19 schools/colleges.

The person in this position will be responsible for teaching ENTR 414: Startup Sales during the Winter 2026 term.

The CFE's Startup Sales course will be led by a sales practitioner who presents a pragmatic approach related to: 1) the challenges startups face in understanding customer needs and developing effective sales strategies, 2) qualifying buyers, handling objections, and presenting unique differentiators using a structured framework, and 3) creating a lean sales strategy that optimizes resources and enhances success rates in entrepreneurial ventures.

As course faculty, you will be responsible for teaching students how to develop and implement a lean, resource-efficient sales strategy in a startup environment by understanding customer needs, delivering compelling messaging and positioning, qualifying buyers, handling objections, and presenting defensible differentiation. The course emphasizes the challenges startups face in understanding customer needs, developing effective sales strategies, and growing a business with limited resources. Emphasis is placed on practical decision-making in entrepreneurial sales, including qualifying buyers, overcoming objections, and crafting persuasive value propositions. To support these goals, the curriculum enables students to build a lean sales strategy that maximizes both impact and efficiency. Instructional methods also include selected readings, interactive discussions, and role-play activities designed to build and demonstrate sales competencies. Students are expected to apply course concepts through case analysis, real-world problem-solving, hands-on exercises, and simulation of a sales presentation.

Course topics introduced in this class include:

• Introduction to Sales in Startups
  • Roles, responsibilities, and priorities of early-stage sales teams
• Basic Startup Sales Concepts and Prospecting
  • Sales terminology, funnel stages, buyer journey, and lead generation fundamentals
• Understanding Buyer Needs
  • Identifying customer pain points and uncovering latent or unmet needs
• Sales Discovery and Building Trust
  • Conducting discovery calls, identifying decision-makers, and building trust through ethical sales practices
• Qualifying Buyers and Handling Objections
  • Using qualification frameworks, prioritizing leads, and overcoming objections effectively
• Storytelling in Sales
  • Crafting and delivering clear, compelling customer-centric stories
• The Challenger Sales Model
  • Teaching, tailoring, and reframing to lead the sales conversation
• Building Winning Sales Presentation
  • Structuring persuasive presentations that highlight value and differentiation
• Value-Based Selling, Negotiation, and Closing
  • Applying skills to maximize deal value and close with confidence
• Sales Operations and Performance Metrics
  • Tools, KPIs, forecasting, and processes that support a high-performing sales organization
• Scaling Startup Sales
  • Strategies for crossing the chasm, building high-performing teams, and leveraging strategic partnerships. The "care and feeding" of a startup sales organization.

The course is scheduled for 14 weeks during the Winter 2026 term. Course faculty will be responsible for preparing interactive course materials, weekly lecturing, holding office hours each week, preparing class exercises, preparing and grading assessments, managing and grading class projects, and attending the CFE's Faculty Community Meetings.

Required Qualifications*

• Master's degree in a relevant field (or equivalent combination of education and experience)
• Demonstrated ability to teach undergraduate students in a classroom environment
• Demonstrated expertise in both startup sales and sales leadership, including growing a sales team
• Evidenced sales campaigns focused on startups and new ventures across diverse industries
• Ability to establish credibility and rapport with students
• Strong oral presentation and communication skills
• Ability to learn conceptual frameworks quickly and apply them to practical student needs

Modes of Work

Positions that are eligible for hybrid or mobile/remote work mode are at the discretion of the hiring department. Work agreements are reviewed annually at a minimum and are subject to change at any time, and for any reason, throughout the course of employment. Learn more about the work modes.

Additional Information

This position is posted for the Winter 2026 term at 20% effort (8 hours per week).

Union Affiliation

This position is covered under the collective bargaining agreement between the U-M and the Lecturers Employee Organization, AFL-CIO, which contains and settles all matters with respect to wages, benefits, hours and other terms and conditions of employment.

Background Screening

The University of Michigan conducts background checks on all job candidates upon acceptance of a contingent offer and may use a third party administrator to conduct background checks. Background checks are performed in compliance with the Fair Credit Reporting Act.

U-M EEO Statement

The University of Michigan is an equal employment opportunity employer.

271088

LEO Lecturer I - ENTR 414: Startup Sales

LEO Lecturer I

Ann Arbor Campus

Onsite

Part-Time

Regular

Exempt

College Engineering

CFE Ctr for Entrepreneurship

11/19/2025 - 11/29/2025

LEO - Lecturers