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Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Own the full sales cycle for enterprise accounts, from prospecting and pipeline generation through negotiation and close
- Generate at least 50% of your own pipeline through outbound prospecting; inbound helps you crush your number, not just hit it
- Drive 8–12+ deals per year with average contract values of $200K++, with a clear path to seven-figure deals
- Navigate multi-threaded, complex deals across Head of AI, Chief AI Officer, CIO, CTO, and CISO personas
- Research prospects’ businesses deeply to inspire the "art of the possible" - moving beyond features to high-impact value outcomes
- Leverage AI tools and modern sales techniques to automate and scale your go-to-market motion
- Partner closely with Solutions Engineers to deliver technical demos and proof-of-concept engagements
- Travel as needed to close deals and build relationships (expect meaningful face-to-face time with customers)
- Provide market feedback to Product and Marketing to sharpen positioning and roadmap
Requirements
What you’ll need- 5+ years of enterprise B2B SaaS sales experience, specifically selling technical infrastructure (devtools, middleware, databases, API gateways, security, or cloud platforms)
- Proven track record of exceeding quotas of $1.2M–$1.5M+ annually by closing complex, multi-stakeholder deals with contract values of $250K+
- Demonstrated ability to prospect and build pipeline independently – you’re a hunter, not a farmer
- Deep comfort selling to highly technical buyers (CTO, CIO, Head of AI, CISO)
- Experience at a startup or high-growth environment (ideally Series A–C, under 100 employees)
- AI-curious and forward-leaning – you actively use AI in your daily workflow and sales motion
- Scrappy, hungry, and comfortable operating without a playbook or heavy support infrastructure
- Located in or willing to relocate to Austin, TX (other major metros considered for exceptional candidates).
Benefits
Comp & perks- Founder-Market Fit: Our CEO previously founded Stormpath (acquired by Okta), where he created the first Authentication API for developers.
- Dream Team: We've assembled authentication, integrations, distributed systems, and AI experts from Okta, Redis, Microsoft, Splunk, Ngrok, Google, Airbyte, Disney, and HPE who've built and founded multiple successful developer platforms.
- Perfect Timing: We're at the inflection point of AI adoption. The biggest problem isn't better models - it's connecting AI to real-world actions. That's us.
- Massive Market: We're building critical infrastructure for the biggest technological shift of our generation. Every AI app will need what we're building.
- Backed By The Best: Our investors have backed Databricks, Clickhouse, MongoDB, Perplexity, Cohere, ScaleAI, Confluent, Elastic, and Firebase. They see what we see - this is going to be huge.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B SaaS salestechnical infrastructure salespipeline generationnegotiationclosing complex dealsprospectingquota exceedingcontract negotiationAI toolssales techniques
Soft Skills
hunter mentalityrelationship buildingmarket feedbackindependent workadaptabilitycommunicationcollaborationproblem-solvingstrategic thinkingcustomer engagement