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)