Key Responsibilities

• Full Sales Cycle Ownership: Manage all stages of the enterprise sales process, including outbound prospecting, discovery, solution mapping, demos, proposals, negotiation, and closing deals.

• New Logo Acquisition: Develop target account plans, map stakeholders, and drive multi-threaded opportunities to land new enterprise clients.

• Consultative Sales Process: Run a value-based sales approach that connects customer problems to measurable business outcomes.

• Commercial Negotiations: Lead negotiations on packaging, pricing, SOWs, MSAs, renewals/expansions, and coordinate with Procurement, Legal, and Security.

• Pipeline Management: Maintain a disciplined CRM pipeline with clean stage definitions and accurate forecasting.

• Cross-Functional Partnership: Collaborate with Product and Engineering to translate customer requirements into feasible scopes and influence roadmap priorities.

• Asset Development: Create repeatable sales assets such as talk tracks, objection handling guides, discovery templates, proposal/ROI models, and case studies.

Expectations & Success Metrics

• Pipeline Creation: Consistently self-source and progress opportunities within the ideal customer profile, maintaining healthy pipeline coverage against quota.

• Execution: Drive complex, multi-stakeholder enterprise cycles with clear next steps, mutual action plans, and executive alignment.

• Forecasting: Deliver predictable monthly forecasts with documented risks, close plans, and verifiable exit criteria.

• Commercial Rigor: Negotiate terms and pricing confidently, protecting margin and ensuring successful delivery.

• Customer Trust: Build credibility with technical and business stakeholders, navigating security, compliance, and vendor onboarding processes.

Required Skills & Qualifications

Required Experience

• 5+ years of quota-carrying enterprise software/SaaS sales experience (or closely related enterprise technology/services sales).

• Proven track record of landing net-new enterprise clients and closing complex deals.

• Experience negotiating contracts and pricing (MSA/SOW structures, multi-year agreements, procurement).

• Skilled in selling to multiple stakeholders (economic buyer, technical champions, security/procurement).

• Strong command of CRM-driven sales execution and forecast discipline.

• Excellent written and verbal communication skills; strong executive presence.

Required Qualifications

• Ability to learn and sell technical solutions (AI/ML, data, software platforms, or engineering-adjacent offerings) with confidence.

• Strong discovery and qualification skills.

• Comfortable working in ambiguity and building process (this is a founding AE role, not a “run the playbook” job).

• High integrity, ownership mindset, and commitment to long-term customer outcomes.

• Remote + self-directed: Comfortable working remotely with high autonomy, highly self-motivated, proactive, and driven to build pipeline, manage time, and execute to quota without day-to-day supervision.

Preferred (Nice-to-Have)

• Experience selling AI/ML, analytics, developer tools, data platforms, or engineering services into regulated or security-conscious enterprises.

• Experience partnering with Solutions/Pre-Sales, Professional Services, or Delivery teams to scope outcomes-based engagements.

• Familiarity with common enterprise requirements: SOC 2, DPAs, security questionnaires, vendor risk reviews.