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Salary: USD 110,000 - 126,600 / annual
Devs.ai is an AI-native incubation inside AppDirect, operating as a high-caliber startup team building products that change how AI and software gets created and deployed. The company offers private AI workspaces providing access to AI chat, agent building, app building, CLI tools, enterprise search, and more.
You will own a $1.2M annual new-ARR quota, selling Devs.ai to enterprise technology companies in a full-cycle hunter role. You will build your own pipeline, run complex multi-stakeholder evaluations, and close six-figure platform deals. You will partner with the Devs.ai GM, Product, Marketing, and Solution Engineering to identify prospects, build meaningful customer relationships, and guide prospective clients on their AI journey.
Key responsibilities include:
- Hit $1.2M in new ARR by landing new enterprise logos and expanding them across departments and use cases
- Build your own pipeline through targeted outbound to a named list of strategic accounts, working with BDRs and Marketing on the rest
- Sell to technical and business stakeholders simultaneously, helping leaders understand how Devs.ai enables governed AI applications to be shipped faster and more efficiently than building and maintaining the stack in-house
- Run a disciplined enterprise sales process, including qualification, mutual action plans, and coordination through security review, legal, and procurement
- Partner with Solution Engineering to scope proofs of value with clear success criteria and a path to purchase
- Build compelling business cases demonstrating the value of Devs.ai relative to in-house builds, point AI tools, and single-model vendors
- Forecast accurately, maintain CRM hygiene, and contribute to a reliable weekly forecast
- Work closely with AppDirect advisors, channel partners, and model and cloud providers to create opportunities and close business
- Bring market feedback on customer use cases, competitors, and pricing to Product and Marketing
You bring a solid understanding of the B2B AI landscape, strong business acumen, and a consultative approach to sales. You listen carefully to what customers are trying to achieve and connect their goals directly to what the Devs.ai platform can deliver. You communicate clearly with technical evaluators, executive decision-makers, and business stakeholders.
REQUIREMENTS:
- 3+ years of experience as a quota-carrying Account Executive selling B2B enterprise software, with a track record of consistently meeting or exceeding quota
- Experience managing complex, multi-stakeholder sales cycles from first conversation through security review, procurement, legal, and signed contract
- Experience selling a technical platform, such as AI, developer tools, data, security, or infrastructure, to CIOs, CTOs, engineering leaders, or other senior business stakeholders
- Strong outbound habits: you build pipeline from a named account list, not only inbound
- Formal sales methodology training, such as MEDDICC, Command of the Message, or similar, plus disciplined CRM hygiene
- Strong business acumen and the ability to present a clear value proposition and ROI to both technical and executive audiences
- Comfort discussing technical concepts with engineering and IT stakeholders, including AI applications, APIs, SSO, security, and data governance. Experience with LLMs, agents, or RAG is a plus
- A consultative, accountable, and entrepreneurial approach, with comfort operating in an early-stage environment where the playbook is still being written
