What you'll be doingThis is a prospecting-heavy role. Your core mission is building pipeline and running discovery. If you thrive on opening doors more than closing them, this is for you.Day to day:- Identify, research, and engage potential customers through cold outreach. Phone-first is encouraged, but you'll also use email, LinkedIn, and creative tactics.- Activate warm leads. We have thousands of companies browsing our docs and using the open-source product. You'll help convert that intent into real conversations.- Run discovery and qualification calls. Understand prospects' pain points, technical environment, and buying process.- Help shape our sales playbook. Document what works, refine messaging, build repeatable processes.- Collaborate on the full sales cycle when it makes sense. Work alongside the founders on demos, proposals, and closing.What you won't do:- Sit in endless internal meetings- Wait for inbound leads to magically appear- Follow a rigid script with no room for creativityWhat we're looking forMust-haves:- Native-level English. You'll be talking to CTOs, architects, and technical decision-makers.- Proven B2B sales experience. We care more about demonstrable results and references than years on a CV.- You genuinely enjoy prospecting. It's not a chore you tolerate on the way to closing;
it's the part of sales you find most energizing.- Confidence on the phone. You believe in picking up the phone and having real conversations.- Technical curiosity. You don't need to be an engineer, but you should be able to hold a conversation about APIs, infrastructure, and developer workflows.- Self-starter mentality. You'll have autonomy and ownership, but also responsibility.Nice-to-haves:- Experience selling to regulated industries (financial services, healthcare, government)- German or French language skills- Familiarity with API management, developer tools, or infrastructure software- Experience building sales processes from scratch in an early-stage environment- Track record of outbound-sourced pipeline (not just closing marketing-generated leads)