7-8 years in B2B SaaS or AI go-to-market roles with quota-carrying experience
Proven success in selling AI, ML, automation, or technical products to various business sizes
Experience as a player-coach, balancing individual contributor and leadership roles
Familiarity with PLG sales processes and building pipeline from scratch
Strong understanding of LLMs, agentic systems, and AI tooling
Ability to communicate technical concepts to both technical and non-technical stakeholders
Comfortable collaborating with founders and engineering teams
Responsibilities
Run the entire sales process from prospecting to closing
Own pipeline creation using modern GTM tools and build targeted outbound campaigns
Conduct customer discovery to inform product development
Guide early customers through onboarding and ensure quick value realization
Manage sales channels and explore various acquisition strategies
Establish and maintain GTM systems for operational excellence
Build and lead a high-performance sales team as the company scales
Benefits
Hybrid or remote work options
Direct reporting to founders
Opportunity to shape the sales strategy from the ground up
Potential for leadership growth as the company expands
Access to modern sales tools and technologies
Full Job Description
Full-time | Hybrid or Remote | Reports to Founders
What You'll Own:
Full-Cycle Sales Execution: Run the entire sales process end-to-end; from outbound prospecting, qualification, demos, proof-of-concepts, negotiation, and closing. Expect to be an IC with the founders until we scale.
Pipeline Generation & Outbound Motion: Work with the Fastino marketing lead and own pipeline creation using a modern GTM tool stack (e.g., Clay, Apollo, Gong, HubSpot, Zapier, Notion). Build highly targeted outbound campaigns with agentic, automated workflows.
Customer Discovery Assessment: Work directly with customers to understand their workflows, pain points, and success metrics - and collaborate with Fastino's engineering team to translate those insights into Fastino's product roadmap.
Onboarding & Customer Success: Shepherd early customers through onboarding and activation, ensuring they get value fast. Build repeatable customer journeys that reduce time-to-value and improve retention.
Channel Strategy: work with founders to manage sales channels (cloud providers, hyperscalers) and additional acquisition levers - outbound, partnerships, events, community, etc.
Operational Excellence: Set up first class GTM systems: CRM workflows, automation, dashboards, forecasting, and reporting. Ensure operational excellence in every customer interaction.
Team Building & Leadership: As traction grows, build and lead a high-performance sales team. This includes hiring AEs, CS, defining roles, setting quotas, mentoring talent, and owning GTM org design.
What We're Looking For
7-8 years in B2B SaaS or AI go-to-market roles, including carrying a quota and closing meaningful deals.
Demonstrated success selling AI, ML, automation, or technical products to startups, scale-ups, mid-market or enterprise buyers.
Experience operating as a player-coach - willing to own IC responsibilities at first while laying the foundations for a future team.
Experience with PLG sales processes - Proven ability to build pipeline from scratch and create repeatable sales motions.
Strong understanding of LLMs, agentic systems, AI workflows, and the modern AI tooling ecosystem.
Ability to communicate technical concepts clearly to both engineering and business stakeholders.
Comfortable collaborating directly with founders, engineers, and researchers.
