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About the Role
Drive new business acquisition targeting AI startups and micro-businesses in the US West, with a focus on Silicon Valley. This individual contributor role requires a deep understanding of the AI ecosystem and full ownership of the sales cycle.
Responsibilities
- Build and execute a territory plan focused on rapid AI startup and micro-business acquisition.
- Generate and manage a high-volume pipeline through outbound and ecosystem-driven prospecting.
- Lead discovery, qualification, solution alignment, negotiation, and closing.
- Engage technical and executive stakeholders, including founders and senior decision-makers, in early-stage startup environments.
- Identify post-sale expansion opportunities to grow product adoption and revenue.
- Maintain accurate CRM hygiene, forecasting, and reporting.
- Partner cross-functionally with SDR, Solutions Engineering, and Customer Success teams.
Requirements
- 5+ years of quota-carrying tech sales experience.
- 3+ years in B2B SaaS, cloud, API, or data sales.
- Proven track record of exceeding revenue targets.
- Experience selling to startups and/or technical buyers.
- Strong ability to manage both technical and commercial sales conversations.
- Strong communication, pipeline management, and deal execution skills.
Skills
- AI ecosystem understanding (API usage, LLMs, data infrastructure)
- Technical use case translation
- Outbound prospecting
- Ecosystem-driven prospecting
- Discovery
- Qualification
- Solution alignment
- Negotiation
- Closing
- Stakeholder engagement
- Expansion opportunity identification
- CRM management
- Forecasting
- Reporting
- Cross-functional collaboration
- Communication
- Pipeline management
- Deal execution
Location
- US West
- Silicon Valley
Work Type
- Full-time
Experience Level
- 5+ years of quota-carrying tech sales experience
- 3+ years in B2B SaaS, cloud, API, or data sales