What You'll Do

📍Own end-to-end sales with API-first and developer-platform companies: prospecting, discovery, pilots/POCs, commercial structuring, negotiation, close, and early expansion. 📍Land 2–3 flagship pilots with well-known platforms (PayPal/HubSpot-class) and convert the first wave into paid ARR (within the first 3-4 months) 📍Define our ICP and buyer personas and build a repeatable playbook across outreach, talk tracks, demos, and objection handling. 📍Build and refine messaging, shaping website narrative, customer value stories, and early sales assets. 📍Translate field insights directly into product signals, providing crisp feedback loops for engineering as we refine agent memory infrastructure. 📍Run structured enterprise pilots with clear success criteria, timelines, champion mapping, and executive alignment. 📍Navigate security, procurement, and legal with mid-market and enterprise API-first platforms. 📍Host GTM accelerators (events, dinners, roundtables) with DevRel leaders to create community-driven deal momentum. 📍Establish foundational GTM metrics (pilot conversion, time-to-live, time-to-close, expansion rate) and set the baseline for future team scaling.

What You'll Bring:

📍6–12+ years in B2B SaaS selling to developer-platforms or API-first companies. 📍A track record of landing net-new logos from zero, ideally in ambiguous early-stage or greenfield GTM environments. 📍Deep familiarity with DevRel, developer ecosystems, API analytics, and platform workflows. 📍Experience at leading developer-platform and API infrastructure companies. 📍Ability to demo credibly to technical buyers, whiteboard flows, and sell without relying on a sales engineer. 📍Experience running event-driven or community-driven sales motions. 📍Comfort balancing IC selling with light product marketing until the GTM team scales. 📍Strong procurement/security review experience and contract negotiation capability.

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