Founding Sales Manager

TL;DR

Founding Sales Manager (AI/Security): Build and lead a sales team targeting mid-market and enterprise customers for a cloud-native AI video security platform with an accent on developing repeatable GTM processes and closing multi-million ARR deals. Focus on hiring and coaching AEs, pipeline management, forging strategic relationships, and shaping product messaging based on field insights.

Location: Sunnyvale, full-time onsite

Salary: $200K–$350K OTE (base + variable + equity)

Company

Early-stage AI startup transforming video security with computer vision and multimodal LLMs, backed by Battery Ventures, Mosaic, and 8VC ($30M+ raised).

What you will do

• Build, hire, coach, and lead a team of full-cycle Account Executives for mid-market/enterprise new business
• Own multi-million-dollar ARR targets through disciplined pipeline building, forecasting, and execution
• Lead deals hands-on, forge relationships with strategic stakeholders, and participate in team calls weekly
• Develop repeatable GTM playbook for SLED and corporate sectors, including territories, outbound, and qualification
• Partner with leadership, marketing, and product to refine ICP, messaging, and pricing from live deals
• Establish team operating systems for performance management, deal reviews, and culture

Requirements

• 5–10 years B2B sales experience, including 2+ years managing high-performing AEs
• Proven track record leading mid-market teams (3–8 reps) with complex, multi-stakeholder deals
• Experience selling software, security, or enterprise tech to operational/technical buyers
• Hands-on leadership: built/scaled sales motions, hired teams, managed growth
• Fluent with GTM tools (ZoomInfo, LinkedIn Sales Navigator, HubSpot CRM)
• Ability to work in an onsite environment
• Thrives in fast-paced, ambiguous startup settings with strong communication skills

Culture & Benefits

• Competitive pay with base + variable + equity + referral bonuses
• 100% employer-paid medical, dental, vision, life insurance
• Flexible PTO, paid holidays, 401(k) with Traditional/Roth options
• Daily team dinners, regular off-sites, latest Apple tech, unlimited tools
• High-impact culture valuing clarity, craftsmanship, voice for all, shared upside