The RoleYour job: build pipeline, close deals, and turn early wins into expansion -- while helping define how we sell. You are the quarterback of the buying process. You own deal strategy, stakeholder coverage, commercial terms, and the path to a signed agreement.
You'll own deals end-to-end: sourcing and qualifying opportunities, running discovery, guiding customers through POVs, building business cases, closing contracts, and identifying expansion paths. Along the way, you'll help turn what works into repeatable sales plays, pricing intuition, and GTM systems that scale beyond founder involvement.
This role sits at the intersection of sales, value engineering, and early GTM strategy. It's ideal for someone who wants quota-carrying responsibility and meaningful influence over how the company grows.
What You'll Be Responsible ForPipeline & Deals- Build and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansion
- Own deals from first conversation through close, with clear qualification and momentum
Discovery- Turn vague customer interest into decision-relevant problems tied to real business outcomes
- Identify buying committees, success criteria, and blockers early
POV Leadership- You own the commercial and decision strategy of the POV, while partnering with the Solutions Engineer as the technical and analytical lead.
- Lead high-impact proof-of-value motions in partnership with solutions and product
- Keep POVs focused, urgent, and tied to a clear buying decision
Value Engineering- Quantify business impact and help customers build internal conviction and a buyer-ready business case
- You ensure the business case lands with the right buyers; the Solutions Engineer ensures the analysis and proof are sound.
Expansion- Develop strong customer relationships and identify new use cases, teams, and value opportunities post-close
GTM Building- Partner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooks
- Turn early wins (and losses) into repeatable systems
Commercial Leadership- Own pricing strategy, deal structure, and contract negotiations
- Balance speed, deal quality, and long-term expansion economics
- Partner with founders on pricing intuition and packaging decisions
What We're Looking ForMust-Have- 3-5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed-Series C)
- Proven track record of closing mid-market or enterprise deals with multiple stakeholders
- Strong discovery skills and comfort selling to both technical and business buyers
- Ability to lead complex sales cycles that include POVs, pilots, or evaluations
- Comfort operating with ambiguity and building while selling
- High urgency and bias toward action
- Clear, confident communicator -- written and verbal -- with senior leaders
- Ownership mindset: you take responsibility for outcomes, not just activities
- Enough technical fluency to lead technical buyers, ask the right questions, and partner effectively with Solutions Engineering
- You use AI to build leverage (research, prep, follow-ups, systems), not just write emails
Nice-to-Have- Experience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)
- Experience selling deals that expand over time (land-and-expand motions)
- Experience helping build early sales playbooks, pricing intuition, or qualification frameworks
This Role Is Not- A demo-only or order-taking sales role
- A narrowly scoped SDR-to-AE handoff machine
- A post-sales account management role
- A role where product, pricing, and GTM strategy are "already figured out"
Why This Role Is Special- You'll help define how Delphina goes from founder-led sales to a real GTM engine
- You'll work directly with the founders on deals, strategy, and positioning
- You'll define how Delphina sells, then help hire and shape the AE team that follows. If you perform and have the right skills, there is ample opportunity for management roles as the company grows
- You'll sell a product that delivers real, provable value fast, and gain rare experience selling AI through POV-driven enterprise motions
- You'll build a foundation that can scale into a full sales org
- Industry competitive base salary plus commission with uncapped upside
- Generous equity as part of the founding GTM team
