Industry Development Specialist, AI Natives

This is a fully remote position, open to applicants in California.

📋 Description

• Achieve a minimum of 100% of the designated quota through pipeline development, opportunity advancement, qualified customer interactions, and revenue-generating activities.

• Manage and cultivate a designated portfolio of emerging, underserved, whitespace, startup, Inception, and other net-new accounts by formulating account strategies, prioritizing opportunities, identifying stakeholders, and executing targeted outreach.

• Build and advance pipeline throughout the entire sales cycle, which includes prospecting, discovery, solution positioning, proposal development, pricing coordination, internal approvals, negotiation, contracting support, forecasting, and closing activities.

• Engage with founders, developers, and technical leaders to identify requirements related to model development, training, inference, data, and infrastructure.

• Lead business and technical exploration, including workload identification, solution mapping, preliminary sizing, technical validation, demonstrations, and proof-of-concept coordination.

• Coordinate with account managers, solution architects, Developer Relations, product teams, marketing, business development, and other specialists while ensuring accountability for timely opportunity progression and customer follow-up.

• Develop approved partner relationships, suggest appropriate channels, cloud, software, services, marketplace, or partner-assisted routes, and coordinate joint plans and closures when suitable.

• Maintain precise Salesforce records and forecast inputs, utilize approved AI-assisted research and workflow tools, support post-sale expansion, and elevate accounts that require broader field engagement due to their scale or complexity.

⛳️ Requirements

• A minimum of 4 years of relevant inside sales, account development, business development, customer-facing go-to-market, or technology sales experience.

• At least 2 years of experience supporting AI-native companies, startups, developer platforms, cloud services, or closely related technology markets.

• Understanding of AI company business models, developer-led adoption, model development, inference, and cloud infrastructure options.

• Proven ability to manage an assigned portfolio, create and qualify pipeline, prioritize accounts, and independently progress opportunities in Salesforce or a similar CRM.

• Experience in supporting commercial activities, including proposals, pricing coordination, internal approvals, negotiation, contracting, forecasting, and closing.

• Ability to lead customer discovery, link technical capabilities to business outcomes, and coordinate account managers, technical teams, business development, marketing, channels, and partners for validation and opportunity progression.

• Strong written, verbal, organizational, and interpersonal skills, with disciplined forecasting and CRM hygiene, and the capability to responsibly use approved AI-assisted research and workflow tools.

• Bachelor’s degree or equivalent experience.

• Experience collaborating with startup founders, AI developers, model builders, or high-growth technology companies.

• Familiarity with generative AI, large language models, inference services, open-source AI, and developer ecosystems.

• In-depth understanding of AI Natives customer priorities, buying centers, ecosystem, and regulatory or operational considerations.

• Experience in AI, accelerated computing, cloud, data center, networking, enterprise software, developer platforms, or infrastructure sales.

• Proven track record of surpassing pipeline, opportunity progression, revenue, or quota-based sales targets.

🏝️ Benefits

• Equity

• Benefits