Founding Sales Engineer

Founding Sales Engineer

This is a high-impact founding sales role within a fast-growing AI infrastructure environment. You will own the full sales cycle across mid-market and enterprise accounts, from discovery through contract close. The role combines technical depth with consultative selling, engaging CTOs, ML leaders, developers, and infrastructure decision-makers. You will translate complex AI inference requirements into compelling technical demonstrations, proposals, and business cases. As an early member of the go-to-market organization, you will help shape sales processes, acquisition strategies, and expansion playbooks. You'll work closely with executive leadership, product, engineering, BDR, and developer-relations teams to turn market feedback into growth. This is an entrepreneurial opportunity where your ability to build, execute, and close will directly influence the company's trajectory.

Accountabilities

• Own full-cycle sales across mid-market and enterprise segments, managing opportunities from initial outreach and discovery through negotiation and signed contracts.
• Build and develop a pipeline of high-growth startups and scale-up accounts, establishing relationships with CTOs, ML leaders, developers, and infrastructure decision-makers.
• Lead technical discovery and product demonstrations tailored to each prospect's technology stack, AI workloads, and business requirements.
• Develop customized proposals and business cases that clearly connect AI model inference needs with relevant platform capabilities and commercial value.
• Navigate complex, multi-stakeholder sales processes, manage objections, negotiate commercial terms, and consistently drive opportunities toward close.
• Identify upsell and cross-sell opportunities within existing accounts to expand revenue and strengthen long-term customer relationships.
• Partner with the CRO to refine acquisition, sales, and expansion playbooks as the go-to-market organization evolves.
• Collaborate with BDR and developer-relations teams to generate qualified pipeline and improve prospecting effectiveness.
• Maintain accurate CRM activity, opportunity stages, forecasts, and pipeline reporting in HubSpot.
• Use AI-powered tools to streamline account research, personalize outreach, automate workflows, and improve sales productivity.
• Represent the organization at industry events and conferences, using these opportunities to generate relationships and advance active deals.
• Partner with product and engineering teams to communicate customer feedback, market requirements, and opportunities for product improvement.
• Mentor BDRs and help establish effective standards for pipeline generation and qualification.

Requirements

• 36 years of experience in a closing sales role within cloud infrastructure, MLOps, AI, developer tooling, or a closely related technical market.
• Demonstrated success closing deals with technical buyers, including developers, ML engineers, CTOs, and infrastructure leaders.
• Experience managing complex enterprise or multi-stakeholder sales cycles from discovery through negotiation and close.
• Strong technical fluency and the ability to understand and communicate sophisticated AI, infrastructure, or developer-tooling concepts credibly.
• Excellent written and verbal communication skills, with the ability to be concise, persuasive, technically literate, and executive-ready.
• Entrepreneurial mindset with the confidence to build processes, test approaches, and create structure in an evolving environment without relying on an established playbook.
• Strong forecasting discipline, CRM hygiene, and a data-driven approach to pipeline and opportunity management.
• Familiarity with HubSpot and modern AI-enabled sales and productivity tools such as Clay, Claude, ChatGPT, or equivalent platforms.
• Ability to work collaboratively across sales, business development, developer relations, product, engineering, and executive functions.
• Strong ownership, adaptability, commercial judgment, and motivation to operate effectively in a high-growth AI environment.

Benefits

• Remote-first position available across the United States and Canada, with additional locations available across major U.S. and Canadian cities.
• Competitive total on-target earnings of $150,000$190,000 USD.
• Competitive base salary plus commission.
• Opportunity to help build and shape the sales function at an early-stage company operating in the rapidly evolving AI infrastructure market.
• Direct collaboration with executive leadership, with meaningful influence over sales strategy and company growth.
• Opportunity to work with a small, high-performing team focused on expanding access to open-model AI.
• Significant autonomy to build sales processes, develop accounts, and define what effective pipeline generation looks like.
• Exposure to cutting-edge AI infrastructure, open models, inference technology, and developer tooling.
• Opportunities to represent the organization at industry events and conferences.