5+ years of experience in B2B SaaS sales with a strong track record of meeting quotas
Proficient in full-cycle sales from prospecting to close, targeting both technical and business buyers
Ability to manage multi-stakeholder sales cycles and engage effectively with both practitioners and executives
Exceptional storytelling and negotiation skills to connect technical capabilities to business value
Self-directed and adaptable, thriving in a fast-paced startup environment
Disciplined in using CRM tools, particularly Salesforce, for pipeline management
Located on the US West Coast, preferably in the San Francisco Bay Area, with some travel required
Responsibilities
Own the complete sales cycle from prospecting to closing while managing a quota
Execute sales processes with various stakeholders, including IT, HR, and C-suite executives
Cultivate a deep understanding of customer ITSM workflows and communicate potential business value of AI solutions
Proactively build and manage a sales pipeline through different channels
Ensure accurate reporting and pipeline hygiene in the CRM system
Act as the customer's advocate within the organization, providing feedback to influence product strategy
Contribute to the development of the sales playbook and overall go-to-market strategy
Benefits
Competitive salary and equity opportunities
Comprehensive medical, dental, and vision insurance
401(k) plan with company matching
High-quality office equipment for in-house or remote work
Additional benefits yet to be detailed
Full Job Description
What you'll do
Own the full sales cycle end to end - from prospecting and discovery through demo, negotiation, and close - carrying a quota
Run multi-threaded sales cycles with IT, HR, and Operations stakeholders, from individual practitioners up to VP and C-suite buyers
Develop deep understanding of prospects' ITSM workflows and pain points, and translate our AI automation capabilities into clear, quantified business value
Build and manage your own pipeline through outbound prospecting, inbound follow-up, and partnerships - you won't wait for leads to come to you
Maintain accurate pipeline hygiene and forecasting in the CRM, and report on activity, conversion, and revenue against targets
Act as the voice of the customer internally, share market and competitive feedback that directly influences product roadmap and positioning
Help define and refine the sales playbook, messaging, and processes as one of the founding members of the go-to-market team
Required qualifications
5+ years of quota-carrying, closing experience in B2B SaaS sales, with a consistent track record of meeting or exceeding targets
Experience owning full-cycle sales - prospecting through close - for technical or platform products sold to business and technical buyers
Proven ability to run multi-stakeholder sales cycles and to communicate credibly with both practitioners and executives
Strong discovery, presentation, negotiation, and storytelling skills, with the ability to translate technical capabilities into business outcomes
High-agency, self-directed operator who thrives in an unstructured, fast-changing early-stage environment and is comfortable building process rather than inheriting it
Disciplined with CRM and sales tooling (e.g., Salesforce), including modern AI tools/techniques, and rigorous about pipeline management and forecasting
Based on the United States West Coast, preferably the San Francisco Bay Area. Also open to the right candidate in Los Angeles or Seattle regions. Willingness to travel occasionally to customer meetings, events and conferences is required
Preferred qualifications
Experience selling ITSM, IT operations, observability, security, or workflow/process automation software
Working knowledge of AI and automation categories - specific familiarity with AI agents, LLM-based automation, or how AI is applied to IT workflows is a strong plus
Prior experience as an early or founding sales hire at a seed to Series B startup, helping establish the go-to-market motion
History of top performance - President's Club, top-decile ranking, or rapid promotion
Familiarity selling into IT, DevOps, or IT support organizations and navigating their buying and evaluation processes
Experience with modern sales engagement and prospecting tools (e.g., Gong, Nooks)
What We Offer
Competitive salary and equity
Comprehensive medical, dental, and vision coverage
401(k), with company matching
Top-tier in-office gear or stipend for home office (for remote employees), and
