Apply📍 United States
🧭 Full-Time
💸 130000.0 - 200000.0 USD per year
🔍 Software Development
- 6-10+ years of experience in technical sales, solutions engineering, or sales engineering, preferably within AI, data platforms, or SaaS.
- Proven experience in GTM strategy development, including product positioning, sales enablement, and revenue generation for new markets.
- Proven sales experience selling R&D software solutions to defense or commercial sectors with $250K - $1M ACV.
- Experience winning Federal OTA business opportunities up to $5M and having contacts and networks in these areas to quickly identify new opportunities.
- Strong understanding and hands-on experience with Other Transaction Authority (OTA) agreements, including navigating the complexities of DoD contracting and procurement processes.
- Strong technical background with experience in AI/ML workflows, databases, analytics, or high-performance computing.
- Ability to engage deeply with engineers while articulating business value to executives and stakeholders.
- Proven success in navigating multi-stakeholder SaaS sales cycles with complex enterprise or federal customers.
- Ability to obtain security clearance if required.
- Excellent interpersonal and communication skills, with the ability to build relationships with C-level executives, government officials, and technical teams.
- Must be able to work in a fast-paced environment with the ability to prioritize, multi-task, perform well under pressure, meet deadlines, and work a flexible schedule.
- An entrepreneurial and determined attitude with a massive drive to meet targets, and the confidence to work independently without daily oversight.
- Act as a trusted advisor, effectively communicating technical concepts to technical and non-technical people.
- Define and execute the GTM strategy for commercial markets, determining how the company's AI solutions should be positioned to generate sales.
- Develop and execute a strategic sales plan focused on selling AI solutions to R&D to commercial or defense businesses.
- Manage the full sales cycle, from lead generation and qualification to closing.
- Utilize your experience with Other Transaction Authority (OTA) agreements to negotiate and close sales with DoD agencies, ensuring compliance and alignment with government procurement processes.
- Provide accurate sales forecasting, reporting, and performance tracking, ensuring alignment with company goals and objectives.
- Leverage the CEO’s existing network to assist in generating leads. Work with the CEO and product teams to shape the product roadmap based on commercial market needs.
- Target new markets and customer segments, identifying opportunities for expanding AI-driven R&D solutions into industries such as defense, biotech/pharma, fintech, manufacturing, and healthcare.
- Qualify leads, conduct technical product demos, and develop tailored solutions that meet the unique needs of customers.
- Oversee technical pre-sales activities, including proof-of-concept development, technical presentations, and responding to RFPs.
- Guide customers through AI/ML implementation, data integration, and security requirements, ensuring seamless adoption of the platform.
SQLArtificial IntelligenceData AnalysisETLMachine LearningAPI testingRESTful APIsSales experienceSaaS
Posted about 1 month ago
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