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About the Role
As the first person on our business team focused entirely on startups, you will turn growing interest from founders and technical teams into a business. You will win and grow startup customers, design the program and commercial offers to serve them at scale, and bring their needs back to the engineers building the product. Working closely with engineering, our ML teams, and marketing, you will have the autonomy to shape how we serve startups.
Responsibilities
- Own startup revenue: qualify and close inbound demand, grow accounts as customers move into production, and take new offerings to startups as our platform expands.
- Build outbound alongside a strong inbound flow, using hackathons, developer communities, and VC and accelerator relationships to find the startups that should be building on Liquid.
- Design and run our startup program: who qualifies, what they get (credits, community, access to our team), and how they move to paid usage, with economics that work for Liquid.
- Create commercial offers that make deals repeatable, such as committed-spend agreements backed by dedicated capacity, and sell them.
- Turn customer feedback into product improvements: bring friction in billing, limits, documentation, and missing features to engineering as clear, prioritized requests, and follow them through to release.
Requirements
- Sharp commercial judgment: design an offer or deal structure (credits, usage-based pricing, committed spend) that works for the customer and for Liquid, and walk through its economics.
- A track record of selling directly to startups: closed deals with founders and technical teams and know how they evaluate, buy, and scale.
- Experience selling a technical platform, such as cloud, data, or AI infrastructure, that customers build on rather than a finished application.
- Enough technical fluency to earn engineers' respect: discuss models, APIs, latency, and cost, ask useful questions, and keep up in technical conversations.
- Experience at an early-stage startup.
- Experience building a startup, developer, or partner program, or relationships with the VCs, accelerators, and founder communities that feed one.
- A technical background, such as engineering experience or a customer-facing technical role.
Skills
- Learns fast
- Moves from idea to live
- Keeps founder pace
- Commercial judgment
- Selling to startups
- Selling technical platforms
- Technical fluency
Benefits
- Competitive base salary plus equity
- Unlimited PTO
- Company-wide Refill Days
- Long weekends when the whole company rests together
- Comprehensive health coverage
- Paid leave for pregnancy, parenting, medical needs, and caring for family
About the Company
- Spun out of MIT CSAIL, we build general-purpose AI systems that run efficiently across deployment targets, from data center accelerators to on-device hardware, ensuring low latency, minimal memory usage, privacy, and reliability.
- We partner with enterprises across consumer electronics, automotive, life sciences, and financial services.
- We are scaling rapidly and need exceptional people to help us get there.