About the Opportunity We are looking for a sales leader to help build and scale the commercial organization for a rapidly growing technology company focused on AI infrastructure and developer tools. The company serves two primary customer groups: • Engineering and development organizations looking to improve software delivery, reduce infrastructure costs, and accelerate increasingly AI-driven development workflows. • AI companies and startups that need reliable, secure infrastructure for AI agents to execute code, interact with applications, browse the web, and operate in controlled computing environments. The products are designed to provide value quickly, allowing prospective customers to experience the technology before making a significant commitment. The successful salesperson will be responsible for converting that initial interest into larger, long-term commercial relationships. This is a new sales position, giving you the opportunity to work closely with company leadership and the engineering organization while helping establish the sales strategy, messaging, processes, and playbook that future sales hires will follow. What We’re Looking For • 4+ years of successful B2B closing experience • Strong technical understanding and the ability to sell sophisticated technology solutions • Experience selling within AI, developer tools, cloud infrastructure, DevOps, SaaS infrastructure, or related technical markets • Proven ability to conduct a consultative sales process and work with customers to understand business and technical challenges • Ability to communicate effectively with technical and executive stakeholders, including CTOs, founders, engineering leaders, and platform teams • Comfortable operating independently in an early-stage, high-growth environment • Strong track record of building relationships and creating new business • Based in the San Francisco area and comfortable working from the office at least 3 days per week Key Responsibilities • Own the full sales cycle, from prospecting and qualification through negotiation, closing, and account expansion • Develop and manage a pipeline of prospective customers across engineering and AI-focused organizations • Identify companies that can benefit from modern infrastructure for software development and AI-agent workloads • Convert early product adoption and trial activity into larger commercial agreements • Expand existing customer relationships by identifying additional use cases and solutions • Partner closely with founders and engineering teams to refine the company's sales strategy and customer messaging • Help establish repeatable sales processes, qualification criteria, forecasting practices, and go-to-market strategies • Build relationships with technical decision-makers and executive-level buyers • Provide customer and market feedback to help influence future product development Ideal Background The strongest candidates will have experience selling technical products to technical buyers, particularly within AI infrastructure, developer platforms, cloud technology, DevOps, or adjacent markets. You should be comfortable having a conversation about software development and infrastructure with an engineering or platform leader, while also being able to discuss business value, scalability, and strategic priorities with a founder or executive. Experience selling into AI-native companies, startups, or organizations adopting AI at scale is highly valued. A strong network among technology founders, CTOs, engineering executives, and platform leaders would be a significant advantage. JOB ID: 182150 #post Jennie Tay