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AppDirect is seeking a Category Sales Specialist – AI to drive growth of devs.ai, an AI-native product offering built on AppDirect's subscription commerce platform. Devs.ai is a private AI workspace platform providing centralized access to 50+ Large Language Models (OpenAI, Anthropic, Gemini, Llama, etc.), no-code AI agent and app builders, enterprise security with private Azure instances, unified enterprise knowledge search via RAG, AI cost transparency and governance, and marketplace distribution capabilities.
In this role, you will serve as the domain expert and primary revenue catalyst for devs.ai across AppDirect's channel ecosystem and direct sales motions. You will bridge complex AI capabilities with enterprise business outcomes, working closely with AppDirect Technology Advisors (channel partners), Account Executives, Sales Engineers, and customer stakeholders to identify, qualify, and close high-value AI opportunities.
Key responsibilities include:
- Exceed monthly, quarterly, and annual sales quotas for the devs.ai product portfolio
- Partner with Channel Managers and Technology Advisors to identify and close devs.ai opportunities across their end-customer accounts
- Educate the advisor network on enterprise AI pain points (shadow AI, data governance, LLM cost management) and position devs.ai as the premier agentic AI platform
- Lead compelling product demonstrations and strategic discovery discussions with technical evaluators (CTOs, IT leaders, developers) and executive buyers (CEOs, CFOs)
- Articulate devs.ai's key differentiators: model flexibility without vendor lock-in, private data guardrails, unified enterprise search, and AI spend management
- Collaborate cross-functionally with Product Leadership, General Managers, Solution Engineers, and Account Executives to refine sales messaging and execute vertical-specific go-to-market strategies
- Maintain accurate pipeline forecasts and execute targeted campaign follow-ups from marketing, advisor webinars, and developer events
The role operates within a startup-like environment backed by an established platform company, emphasizing agility, fast shipping, and solving hard problems with minimal bureaucracy.
REQUIREMENTS:
- 4–7+ years of quota-carrying B2B SaaS sales or specialty sales experience, ideally in emerging technology, enterprise software, developer platforms, or channel ecosystems
- Deep familiarity with the modern AI landscape: Generative AI, Large Language Models (LLMs), RAG, AI agents, enterprise knowledge search, and data privacy/compliance
- Ability to translate technical AI capabilities into clear business value
- Proven track record working with or selling through indirect channels, technology brokerages/advisors, MSPs, or distribution platforms
- Strong understanding of co-selling dynamics
- Mastery of consultative sales with ability to manage complex cycles involving multiple decision-makers across IT, Operations, Finance, Legal, and Security
- Startup mindset with ability to execute at scale while leveraging resources of an established platform
- Exceptional presentation, storytelling, and negotiation skills
