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Handshake is building a new data licensing business within its fast-growing AI division. The company powers 25 million job seekers and 1 million+ employers, and recently launched Handshake AI, which has grown to ~$1B run rate by working with frontier AI labs on training data.
You'll be one of the first 5-10 sales reps building a zero-to-one motion: licensing proprietary data (workflow data, code, support transcripts, etc.) directly from companies, cleaning and rights-clearing it, then delivering it to frontier AI labs. This is a high-volume outbound sales role with a twist—the close requires trust and discovery, not transactional speed.
Key responsibilities:
- Run high-volume outbound (calls, email, LinkedIn) against target account lists to identify companies with valuable data
- Get past gatekeepers to reach decision-makers (founders, CTOs, Heads of Data)
- Conduct thorough discovery to understand data structure, authority, and comfort level before discussing price
- Handle real objections around competitive risk, security, and trust with patience and listening
- Own deals end-to-end: scoping, legal/security coordination, negotiation, signature
- Hit weekly activity and pipeline targets while maintaining deal quality
- Help build playbooks, scripts, and processes during the first 90 days
The role blends traditional outbound sales discipline (activity metrics, resilience, full-cycle ownership) with a discovery-first mindset. Success requires comfort with high-intensity environments, coachability, process discipline, and the ability to sit in uncomfortable conversations without rushing to close.
Desired background: 1-2 years of high-volume outbound sales experience (ideally your second sales role) with proven quota attainment. Experience selling to technical buyers, data licensing, enterprise SaaS, or API/platform sales is a plus. Familiarity with data privacy (GDPR/CCPA) is helpful but not required.
