创始客户经理
Founding Account Executive
职位描述
这是一家早期阶段AI基础设施初创公司的创始商业岗位，你将与CEO一起从零开始建立销售体系，在一个真正的品类创造市场中工作。这里没有现成的指南：你将定义新品类的销售方式，锁定能够确立公司在市场地位的标杆客户，并通过你的实战经验塑造市场进入策略。
你将负责的工作
- 通过精打细算的外向拓展、基于人脉的机会以及高信心的客户接触，从零开始生成销售线索。
- 早期接触架构师、资深工程师和平台团队，了解架构挑战、现代化目标和组织限制。
- 同时与技术拥护者、工程领导和高管赞助人沟通，建立交易层面的共识。
- 与解决方案架构师合作，将技术验证和价值证明工作转化为决策级的成果。
- 将技术验证转化为清晰的业务叙述，包括业务价值分析（BVA）、投资回报率（ROI）、速度提升和风险降低，以推动交易进展。
- 制定并推动价值验证活动，明确成功标准和双方行动计划。
- 与CEO紧密合作，获得高管层的共识并推动交易完成。
- 将高质量的市场情报反馈到产品、定位和市场进入策略中。
我们寻找的人选
- 6至10年企业SaaS销售经验，具备从销售线索生成到成交的全流程管理能力。
- 在新兴或品类创造市场中，有成功生成销售线索并完成新增业务的经验。
- 有向技术买家销售基础设施、云、AI/ML、开发工具、数据平台或其他架构级技术的经验。
- 有在涉及技术拥护者、CTO、工程副总裁和平台领导的多利益相关方企业采购流程中成功导航的经验。
- 有与架构师、高级工程师和工程领导自信交流的可信度。
- 有在早期阶段或创始人主导的环境中工作的经验，其中市场进入系统和销售指南仍在制定中。
- 具备顾问和诊断思维：你在推销前会先分析情况，并能为模糊问题带来结构化解决方案。
- 有将产品驱动的使用和意图信号转化为结构化企业销售流程的经验。
- 高韧性，能够在0到1的环境中舒适地工作
查看英文原文
ABOUT THE ROLE
This is a founding commercial role at an early-stage AI infrastructure startup, where you will build the sales engine from the ground up alongside the CEO in a true category-creation market. There is no incumbent playbook here: you will define how a new category gets sold, land the lighthouse customers that establish the company in the market, and shape the go-to-market system through your field experience.
WHAT YOU'LL DO
- Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
- Engage architects, staff-level engineers, and platform teams early to understand architecture challenges, modernization goals, and organizational constraints.
- Multi-thread across technical champions, engineering leadership, and executive sponsors to build deal-wide alignment.
- Partner with a Solutions Architect to translate technical validation and proof-of-value work into decision-grade artifacts.
- Convert technical proof into clear business narratives, including BVAs, ROI, velocity, and risk reduction, to move deals forward.
- Structure and drive proof-of-value engagements with clear success criteria and mutual action plans.
- Partner closely with the CEO to secure executive alignment and drive deals to close.
- Feed high-fidelity market intelligence back into product, positioning, and go-to-market strategy.
WHAT WE'RE LOOKING FOR
- 6 to 10 years of enterprise SaaS sales experience with full-cycle ownership, from pipeline generation through closing.
- Demonstrated success generating pipeline and closing net-new business in emerging or category-creation markets.
- Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technology to technical buyers.
- Proven ability to navigate multi-stakeholder enterprise buying processes involving technical champions, CTOs, VPs of Engineering, and platform leadership.
- Credibility to engage confidently with architects, principal engineers, and engineering leadership.
- Experience operating in early-stage or founder-led environments where GTM systems and sales playbooks were still being defined.
- Consultative and diagnostic mindset: you frame situations before pitching and bring structure to ambiguous problems.
- Experience converting product-led usage and intent signals into structured enterprise sales processes.
- High grit and comfort operating in 0 to 1 environments with undefined processes and real ambiguity.
- Exposure to modern cloud-native ecosystems, including hyperscalers, data platforms, developer infrastructure, or AI platforms, is a plus.
LOCATION
Fully remote. Primary location is New York, NY, United States. Visa sponsorship is not available; candidates must be eligible to work in the United States.