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About the Role
This role involves building pipeline from scratch, defining the Ideal Customer Profile (ICP), and closing deals at the CTO and founder level with full autonomy. You will learn to communicate with engineering leaders, translate product insights into commercial narratives, and connect the product to business value such as shipping faster and reducing incident costs. You will also collaborate with founders and product teams to inform roadmap decisions and shape the category. Additionally, you will design, test, and scale the sales playbook, messaging, sequences, and qualification processes.
Responsibilities
- Build pipeline from scratch
- Sharpen ICP
- Close deals at CTO and founder level
- Speak the language of engineering leaders
- Turn deep product insight and user pain into compelling commercial narratives
- Connect product to business value (shipping faster, reducing incident costs, increasing developer throughput)
- Sit with founders and product weekly
- Bring customer truth to roadmap decisions
- Help shape how the category is defined
- Design, test, and scale the playbook, messaging, sequences, and qualification
- Evolve the playbook weekly
Requirements
- Best-in-class performance
- High agency and operate like an owner
- Sharp communication skills
- Relentless curiosity
- Commercial athlete mindset
- Consistent over-performance in B2B SaaS
- Experience selling to technical buyers
- Comfortable selling early product
- Experience in fast, ambiguous environments
- Proven ability to create pipeline from zero
- Experience building from scratch
- Experience selling a new category
Skills
- Pipeline generation
- Sales strategy
- Technical sales
- Product marketing
- Customer relationship management
- Sales playbook development
- Communication
- Negotiation
Experience Level
- Senior
About the Company
- AI is rewriting software development.
- The company is building a platform for AI-native QA to help engineering leaders release faster without lowering quality.
- The platform aims to be essential for high-velocity teams in five years.