What you'll be doing
This 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 creativity
What we're looking for
Must-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)