About The Company:
With a $100B market opportunity that’s growing rapidly, Wallaroo.AI is standing at the forefront of enabling data scientists, AI teams and ML engineers to get from AI prototype to ROI in production with incredible efficiency, scale, and ease.Wallaroo.AI removes infrastructure bottlenecks and allows AI teams to deliver real-world results faster, so technical teams can reclaim 40% of their time, reduce infrastructure costs by as much as 80%, and get-to-value 3X faster - in any cloud, on-prem or edge environment.
Our enterprise platform provides powerful self-service tools, a purpose-built inference server for ML workflows, observability, and an A/B testing framework. We’re already working with some of the world’s leading brands. Backed by Microsoft’s M12, we raised a $25MM Series A in 2022. The time is NOW, join us on this incredible journey!
About You:
You are not only comfortable with the ambiguity (minimal necessary process, tighter resources and adapting to market feedback quickly) but you are excited by the greenfield opportunity that comes with building from scratch in early-stage startups. Additionally, you are energized by the hunt of prospecting for new logos and building trusted relationships. You are passionate about the creativity that comes with experimenting with various sales approaches to test what resonates with potential customers and you are hyper-motivated by driving impact. You are a talented, data-driven storyteller and evangelist, but you play nice in the sandbox (working seamlessly with other sellers to share what is working/not working) and you easily collaborate across the many departments of an organization. You excel at selling technical products like developer tools, infrastructure, data science and security products, and thus have a deep understanding of/have sold into data science, engineering, DevOps etc teams at enterprise companies.
Right now this team does not include SDR’s/BDR’s (we are a young, growing company) so we are still proving out our value through a number of active POV’s that we are driving to convert into paying customers, while outbounding to new potential clients, and following up on inbound/marketing-driven leads. Because of this, the expectation would be that this person would understand and own a light-weight sales process end-to-end (with the help of sales engineers, ML Technical Solutions Managers, Marketing, etc) while helping us iterate on our pitch, providing compelling customer feedback to our Product and Marketing orgs and helping us continue to iterate on our sales process until we bring in a Sales Leader. This is an individual contributor role, reporting into our CEO until we grow our commercial team.
Must Haves:
- Minimum of 3 years of proven early-stage experience successfully selling relevant technical products and/or products that are new-to-the-market, into Enterprise organizations (deals in the 6-7 figure range, and a quota of $1M+)
- A love of startups velocity, a bias for execution and the ability to ramp quickly
- Experience identifying and researching potential clients within our target market, testing unique sales approaches (consultative selling, SPIN selling, challenger selling, GAP selling etc) different talk tracks and divergent pitches to identify what resonates/does not resonate with potential customers
- The ability to run engaged POV’s with potential clients, following up and ensuring success by working collaboratively with sales engineering, solutions and other Wallaroo.AI teams
- A love of hunting for and generating new leads through various channels such as cold calling, email campaigns, networking, and referrals, thus managing the entire sales process from lead generation to closing deals.
- The ability to conduct product presentations, run a constructive discovery process, listen to customer needs and feedback and share learnings with the Product, Marketing and other technical teams
- Ensure client satisfaction and retention through strong communication (written and verbal) and relationship building skills
- The desire to work remotely as our team is distributed
- Experience with hubspot a HUGE plus
*We encourage you to apply even if you don’t meet every qualification mentioned above.
At Wallaroo.AI we believe that the most diverse and inclusive teams build the best products! As an equal opportunity employer, we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.