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Handshake is building a new business line within its fast-growing AI data 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 providing high-quality training data to frontier AI labs.
You'll be one of the first 5-10 sales representatives on a zero-to-one motion: licensing proprietary data directly from companies. Your targets are businesses sitting on valuable data assets—workflow data, code, support transcripts, and more—that they either don't recognize as valuable or don't know who to trust with. Your job is to find these companies, get decision-makers on the phone (owners, founders, CTOs, Heads of Data), and run genuine discovery conversations to understand what data they have, how it's structured, who can authorize a deal, and what would make them comfortable selling it.
This is high-volume outbound work: calls, emails, LinkedIn prospecting against a curated target account list. But unlike transactional SaaS sales, you're asking companies to trust you with sensitive assets. You'll need to handle real objections—competitive fears, security concerns, trust issues—with patience and genuine listening, not pressure. Once you identify a fit, you own the deal end-to-end: scoping, looping in legal and security, negotiating terms, and driving to signature.
You'll hit weekly activity and pipeline targets. The playbook is still being written; you'll help build scripts, refine target lists, and evolve process in your first 90 days. Success here requires the activity discipline and resilience of a high-velocity sales floor, combined with the discovery mindset and composure to sit in uncomfortable conversations and actually understand what a prospect needs before you pitch.
