The RoleWe're looking for our first VP of Sales - the commercial leader who will build and scale our enterprise go-to-market engine from the ground up. This is a builder role, not a maintainer role. You will define the enterprise sales architecture, hire the founding sales team, establish the playbook, and drive the revenue number from where we are today to where this company needs to be.
This is an
enterprise sales role. The buyers are C-suite and VP-level decision-makers at large organizations - CFOs evaluating labor cost transformation, CTOs assessing AI infrastructure, General Counsel rethinking legal operations, CHROs restructuring workforce strategy. The deals are six and seven figures. The sales cycles are multi-threaded and consultative. The deployment is organization-wide, not a team-level pilot. We are not looking for someone to sell seats to mid-market managers. We are looking for someone who can stand in front of a Fortune 500 executive committee and make the case that an unmetered intelligence workforce is a strategic imperative - and then build the organization that can do that repeatably, at scale, across every vertical.
Our product is an unmetered intelligence workforce - autonomous AI agents that replace entire categories of manual work across every department in an organization. This isn't a point solution sold into one department. It's a horizontal platform that transforms how finance, sales, engineering, marketing, HR, legal, and operations teams all get work done. The right leader knows how to sell a platform, not a feature - someone who can walk into any industry, any department, any role, and articulate why an unmetered AI workforce changes everything.
You don't need to be an AI expert. You need to be an enterprise platform expert - someone who has scaled revenue at a platform company selling into the enterprise (think Salesforce, ServiceNow, Workday, Atlassian, or similar) and understands how to sell infrastructure that becomes indispensable across an organization. If you've sold CRM into the enterprise, you can sell an intelligence workforce into the enterprise. The muscle is the same: multi-stakeholder, multi-use-case, land-and-expand, enterprise platform selling with long-cycle, high-ACV deal construction.
Key ResponsibilitiesBuild the Enterprise Go-To-Market Engine Design and implement the end-to-end enterprise sales architecture - account segmentation, territory planning, enterprise pipeline management, deal desk, security and procurement navigation, commission structures, and forecasting. You're building the machine for six- and seven-figure deals with 60-120 day sales cycles, not transactional velocity.
Own the Revenue Number Full accountability for enterprise ARR growth, from new logo acquisition through expansion and retention. Set targets, build the pipeline to hit them, and deliver. This means personally closing the first wave of enterprise deals while simultaneously building the team that will scale the motion.
Hire and Develop the Founding Enterprise Sales Team Recruit the first wave of enterprise AEs, enterprise SDRs, and solutions engineers who can hold their own in a room with a CTO. Establish the culture, the compensation philosophy, and the performance bar. This team will define the company's commercial identity for years to come.
Sell the Platform, Not the Point Solution - Into the Enterprise NinjaTech is client-agnostic and horizontally applicable. Your job is to build an enterprise sales motion that works across industries and departments - selling an intelligence workforce that replaces and augments human labor at scale, not a niche tool for a single team. You know how to engage multiple stakeholders (CFO, CTO, VP of Engineering, General Counsel, CHRO) simultaneously, navigate procurement and legal review, and paint the picture of organizational transformation, not just departmental productivity.
Land and Expand Across the Enterprise Architect the enterprise expansion motion. NinjaTech's value compounds with usage - the more departments that adopt it, the more indispensable it becomes. You know how to turn a single-department pilot into an enterprise-wide platform commitment, negotiate enterprise licensing agreements, and drive multi-year, multi-million-dollar expansions.
Build Strategic Enterprise Partnerships and Channel Develop and manage the partner and channel ecosystem - systems integrators, the Big Four and boutique consultancies, VARs, and technology alliances that amplify enterprise reach, add credibility in the room, and accelerate deal velocity. Enterprise buyers trust their system integrators; you know how to leverage that.
Navigate Enterprise Security, Compliance, and Procurement Enterprise deals don't close without security reviews, SOC 2 discussions, data residency requirements, and procurement negotiations. You've been through this hundreds of times. You know how to build the internal processes and collateral that make NinjaTech pass enterprise vetting smoothly.
Bridge Sales and Product Serve as the voice of the enterprise market inside the company. Work directly with the CEO, CPO, and engineering leadership to channel customer insights into product roadmap priorities, enterprise packaging decisions, and pricing strategy.
Represent the Company Be an external-facing leader - at enterprise conferences, in C-suite customer meetings, with investors, and in the press. You are the commercial face of NinjaTech AI.
Required QualificationsEnterprise Platform Sales Experience. You have scaled revenue at a platform company selling into the enterprise - Salesforce, ServiceNow, Workday, Atlassian, Datadog, Snowflake, or similar. You understand multi-stakeholder, multi-use-case, land-and-expand enterprise platform selling with high-ACV deals, long cycles, and C-suite engagement. You don't need AI experience; you need enterprise platform experience.
Builder Track Record. You have been a founding or early commercial leader at a high-growth technology company - building the enterprise sales organization from 0-to-1 or 1-to-10, not just optimizing an existing machine. You've hired the first enterprise reps, written the first enterprise playbook, closed the first seven-figure deals yourself.
Enterprise Revenue Scaling. You have demonstrable experience driving enterprise ARR from early revenue through significant scale - ideally having been part of a journey from single-digit millions to $50M+ ARR, with direct accountability for enterprise book of business.
High-ACV Deal Construction. You have personally closed six- and seven-figure enterprise deals. You know how to multi-thread an enterprise opportunity - engaging the economic buyer, technical evaluator, security team, procurement, and legal simultaneously. You don't get lost in the enterprise maze; you navigate it.
Strategic + Tactical Range. You can architect a global enterprise sales strategy and close a seven-figure deal yourself. You're equally comfortable presenting to a board of directors and doing a live demo for a skeptical CTO who wants to see the agent handle a real workflow.
Cross-Functional Leadership. You have worked shoulder-to-shoulder with product, engineering, marketing, and customer success. You understand that the best enterprise sales leaders don't operate in a silo - they shape the product, the packaging, and the company.
Enterprise Procurement Fluency. You have navigated enterprise security reviews, SOC 2 and compliance requirements, MSAs, DPAs, data residency constraints, and multi-stakeholder procurement processes hundreds of times. You know how to get an enterprise deal across the finish line.
Intellectual Curiosity. You are genuinely excited by the idea of an unmetered intelligence workforce. You don't need to be an AI researcher, but you need to be the kind of person who reads about agent architectures on the weekend and can hold a credible conversation with an enterprise CTO about why isolated VMs and infinite context matter.
Preferred Qualifications- Experience selling into multiple verticals (client-agnostic enterprise selling motion)
- Familiarity with self-serve + enterprise sales-led growth models (PLG + enterprise)
- Existing network of enterprise buyers across Fortune 500 / Global 2000 - you can pick up the phone and get a meeting
- Experience with enterprise channel and partner go-to-market strategies (systems integrators, consultancies, VARs)
- Background in or exposure to regulated industries (oil & gas, chemical, manufacturing, financial services, legal) - you understand the compliance and security requirements that shape enterprise buying decisions
- Experience with enterprise licensing agreements, multi-year contracts, and usage-based pricing models at scale
- MBA or equivalent from a top program, or equivalent real-world commercial education
What You'll Find Here- A team of ex-Google, ex-AWS, ex-Meta engineers and scientists building technology that is genuinely new - not another wrapper around GPT
- A product that already has 200+ paying companies and real revenue, not just a demo - with proven enterprise use cases in oil & gas compliance, chemical safety documentation, manufacturing quality, financial services research, and more
- A founder-CEO (Babak Pahlavan) who spent 11 years at Google as Sr. Director of Product Management, building Google Analytics and 20+ other products - he knows what enterprise scale looks like and is building for it from day one
- Advisors who built Google Analytics, ran Google's People Operation, and hold Turing Awards - credibility that opens enterprise doors
- AWS partnership with enterprise-grade infrastructure, SOC 2 compliance, and 99.99% uptime SLA - the security posture enterprise buyers require
- 50+ enterprise integrations (Salesforce, HubSpot, Slack, GitHub, Jira, Snowflake, BigQuery) - the connectivity enterprise IT demands
- A culture that values kindness and directness equally, moves with urgency, and makes decisions that compound over decades
- Competitive compensation, meaningful equity, and the opportunity to build the enterprise commercial organization at a company that is defining the autonomous AI agent category
LocationThis role is based in
Los Altos, CA. We believe in the power of in-person collaboration for a founding commercial leader.
