About this role
What you'll do
- Own our first enterprise deals from start to finish. Take active opportunities with large, AI-forward companies from technical evaluation through pilot, pricing, procurement and signature.
- Run technical sales without a big support team. Work directly with the founders and engineers to scope pilots, define success criteria and prove our speed advantage on the customer's own workloads.
- Build pipeline. Find and open new accounts with companies building AI agents and customer-facing AI features where speed matters.
- Write the playbook. Document who buys, why they buy, what objections come up, how pricing lands and how long deals take. Bring the founders clear, honest answers about what closes and what doesn't.
- Shape the product and pricing. Bring customer feedback straight to the founding team and help decide what we build and how we charge for it.
What we're looking for
- 5+ years of closing complex, technical enterprise deals, ideally in AI infrastructure, cloud, developer platforms or data infrastructure.
- A track record of closing six- and seven-figure deals with technical buyers, and the ability to walk through exactly how you won them.
- Experience as an early or founding sales hire at a startup, where you built the process instead of following one.
- Comfortable going deep on technical conversations with engineering leaders, and fast at learning what you don't know.
- You want to stay hands-on. You're motivated by closing deals and building something new, not by managing a team right away.
- Nice to have: you have sold usage-based or consumption pricing, GPU or cloud capacity, or AI and ML tooling.