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Описание вакансии
Account Executive (Technical Sales)
ABOUT CRACI
CRACI is a cybersecurity startup working on software supply-chain security making engineering teams' builds faster, cheaper, and safer at the same time.
We have already paying customers running millions of build minutes a month, and we're building the early go-to-market motion now. This is an early front row seat to Finland's next tech scale-up.
We're backed by top Finnish investors such as Lifeline Ventures, First Fellow Partners, and Wave Ventures. We're 15 people already after 9 months since founding.
THE ROLE
You'll own deals end to end — from sourcing pipeline to first discovery call to closed pilot to expansion — selling a genuinely technical product to a technical buyer: platform and DevOps engineering, security teams, and engineering leadership. You won't have a sales engineer to hide behind on the first call; you'll be the one holding a credible conversation about CI/CD and build performance, then translating it into business value and a clear next step.
Because we're early, you'll also help build the motion — shaping the playbook, the pitch, and the pipeline, not just running a process someone else designed. You'll get to work closely with a serial entrepreneur GTM engineer who'll unblock you at every stage.
Obviously we'll change ways of working as we find better ways of doing things so treat everything here as v1.
WHAT YOU'LL DO
* Run full-cycle sales: prospecting → discovery → pilot → close → expand.
* Lead the first technical discovery calls yourself, unaided — read the account, pick the right angle (speed / scale / cost / confidentiality / sovereignty), and pull the right thread.
* Recognize the SSCS opening when the threat-model conversation lights up, and sell on it — without losing the speed/scale/cost story for buyers who care about that first.
* Drive every conversation to a concrete, mutually-owned next step.
* Forecast honestly: call your pipeline realistically and name what could kill a deal.
* Help build CRACI's GTM from the ground up — feed back what you learn into the product, pricing, and playbook.
WHAT WE'RE LOOKING FOR
MUST-HAVES
* Experienced seller — a real track record of closing, owning a pipeline, and carrying a quota. This is not a first sales role.
* Technical seller — comfortable selling a technical product to a technical audience. You can speak to security, software development, and CI/CD concepts without an SE holding your hand, and turn them into business value.
BONUS (GENUINE DIFFERENTIATORS, NOT REQUIREMENTS)
* International / cross-border sales — you've sold beyond Finland (Nordics, EMEA, US).
* 0→1 builder — you've stood up a sales motion, function, or territory from zero, and you're comfortable with startup ambiguity.
* Domain adjacency — prior cybersecurity, DevOps, or supply-chain exposure shortens your ramp. Nice to have, not required — a strong technical seller can learn the domain.
WHAT WE OFFER
* A real early-stage seat with room to build, not just execute.
* A product that's faster, cheaper, and safer — three reasons to buy, not one.
* Paying customers and live deals to work from day one.
* On-target earnings of €8,000/month (€96k/year OTE) — base + commission. Uncapped commission model with accelerators.
* Equity included, by agreement.
* On-site, not remote — we're early, and we're building a tight-knit team in one room. Our office is in a prime spot in Kamppi, central Helsinki.
* A possibility to grow to a sales team leader role based on your own capability.
HOW WE HIRE
Our process includes a 15 min call, a lunch meet-and-greet, and a live, on-site exercise.
ABOUT CRACI
CRACI is a cybersecurity startup working on software supply-chain security making engineering teams' builds faster, cheaper, and safer at the same time.
We have already paying customers running millions of build minutes a month, and we're building the early go-to-market motion now. This is an early front row seat to Finland's next tech scale-up.
We're backed by top Finnish investors such as Lifeline Ventures, First Fellow Partners, and Wave Ventures. We're 15 people already after 9 months since founding.
THE ROLE
You'll own deals end to end — from sourcing pipeline to first discovery call to closed pilot to expansion — selling a genuinely technical product to a technical buyer: platform and DevOps engineering, security teams, and engineering leadership. You won't have a sales engineer to hide behind on the first call; you'll be the one holding a credible conversation about CI/CD and build performance, then translating it into business value and a clear next step.
Because we're early, you'll also help build the motion — shaping the playbook, the pitch, and the pipeline, not just running a process someone else designed. You'll get to work closely with a serial entrepreneur GTM engineer who'll unblock you at every stage.
Obviously we'll change ways of working as we find better ways of doing things so treat everything here as v1.
WHAT YOU'LL DO
* Run full-cycle sales: prospecting → discovery → pilot → close → expand.
* Lead the first technical discovery calls yourself, unaided — read the account, pick the right angle (speed / scale / cost / confidentiality / sovereignty), and pull the right thread.
* Recognize the SSCS opening when the threat-model conversation lights up, and sell on it — without losing the speed/scale/cost story for buyers who care about that first.
* Drive every conversation to a concrete, mutually-owned next step.
* Forecast honestly: call your pipeline realistically and name what could kill a deal.
* Help build CRACI's GTM from the ground up — feed back what you learn into the product, pricing, and playbook.
WHAT WE'RE LOOKING FOR
MUST-HAVES
* Experienced seller — a real track record of closing, owning a pipeline, and carrying a quota. This is not a first sales role.
* Technical seller — comfortable selling a technical product to a technical audience. You can speak to security, software development, and CI/CD concepts without an SE holding your hand, and turn them into business value.
BONUS (GENUINE DIFFERENTIATORS, NOT REQUIREMENTS)
* International / cross-border sales — you've sold beyond Finland (Nordics, EMEA, US).
* 0→1 builder — you've stood up a sales motion, function, or territory from zero, and you're comfortable with startup ambiguity.
* Domain adjacency — prior cybersecurity, DevOps, or supply-chain exposure shortens your ramp. Nice to have, not required — a strong technical seller can learn the domain.
WHAT WE OFFER
* A real early-stage seat with room to build, not just execute.
* A product that's faster, cheaper, and safer — three reasons to buy, not one.
* Paying customers and live deals to work from day one.
* On-target earnings of €8,000/month (€96k/year OTE) — base + commission. Uncapped commission model with accelerators.
* Equity included, by agreement.
* On-site, not remote — we're early, and we're building a tight-knit team in one room. Our office is in a prime spot in Kamppi, central Helsinki.
* A possibility to grow to a sales team leader role based on your own capability.
HOW WE HIRE
Our process includes a 15 min call, a lunch meet-and-greet, and a live, on-site exercise.
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