We are looking for a self-starting, technically fluent seller who can hunt, build, and close. This person thrives in ambiguity, loves figuring out complex products, and treats their territory like a startup inside the company. They don't wait for leads; they create them. They can talk code one minute and value the next.
Role ResponsibilitiesFull-Cycle Ownership- Own the full sales cycle from outbound through close, including qualification, discovery, technical validation, business case creation, negotiation, and forecasting
- Drive access to Economic Buyers and mobilize Champions inside accounts
- Rigorously apply a qualification methodology (e.g., MEDDPICC) to maintain a high-quality, high-predictability pipeline
Operational Excellence- Maintain forecast accuracy and pipeline hygiene with disciplined weekly cadences
- Build and execute territory and account plans aligned to ICP, TAM, and priority use cases
- Partner cross-functionally with Product and Engineering to influence the roadmap based on customer insights
Customer Value and Executive Alignment- Lead high-quality discovery that surfaces business pain, root causes, and the cost of inaction
- Build compelling business cases and quantify the ROI required for enterprise decision-making
- Multi-thread and engage executives early to drive alignment and urgency
Prospecting and Pipeline Generation- Create a pipeline through creative outbound: multi-channel, AI-powered, social, communities, and direct outreach
- Test and iterate messaging to identify repeatable patterns
- Collaborate with GTM leadership to refine ICP and ideal use cases
Scaling the Sales Motion- Develop repeatable outbound and discovery frameworks for future hires
- Document learning loops from wins, losses, and qualification patterns
QualificationsCore Competencies- Curiosity: deep desire to understand customer problems at both technical and business levels
- Critical Thinking: ability to diagnose root causes and develop compelling problem narratives
- Coachability: demonstrated history of absorbing feedback and improving quickly
- Work Ethic: consistent track record of high activity, high accountability, and execution
- Prior Success: evidence of overperformance in quota-bearing roles
Experience Requirements- 5-7+ years of full-cycle experience selling technical SaaS, AI, API, or developer-focused platforms
- Proven track record of self-sourcing pipeline and closing multi-stakeholder deals
- Technical fluency and ability to demo without Sales Engineering support
- Experience in founder-led, pre-Series B, high-growth environments
- Demonstrated proficiency with structured qualification frameworks (e.g., MEDDIC/MEDDPICC)
- Excellent communication skills with the ability to articulate value to both technical and executive audiences
