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Exa is building a search engine for the AI era, having raised $250M Series C at a $2.2B valuation. The company powers AI agents, Fortune 500s, and AI labs with its Search API, disrupting an industry unchanged since the 1990s. The team of ~100 is based primarily in San Francisco and includes talent from Harvard, MIT, Meta, Google Research, and Y Combinator.
You will own product marketing and sales enablement for a new category of infrastructure sold to technical buyers unfamiliar with this type of product. Your core mission: make every Exa seller as effective as the best one by building the narratives, assets, and training they need to succeed.
Key responsibilities include:
**Sales Assets & Messaging**: Own the pitch narrative, decks, demo storylines, one-pagers, and technical proof points. Measure success by adoption rates and pitch consistency across the sales team.
**Competitive Positioning & Objection Handling**: Build and maintain battlecards, competitive teardowns, and objection responses. Keep materials current as the competitive landscape shifts. Success is measured by win rates and seller confidence in contested deals.
**Sales Onboarding & Ramp**: Design the curriculum that takes new account executives and sales engineers from day one to delivering credible pitches. Own certification, role plays, and technical foundations on search, retrieval, and agents. Success is measured by time-to-ramp and meaningful certification pass rates.
**Launch Enablement**: Own the field-facing side of every product launch—ensuring sellers know what to say and send on day one. Launches should convert to pipeline, not just generate blog traffic.
**Enablement Operations**: Manage where enablement content lives, how it stays current, and when to retire stale material. Own the call review loop that identifies what's working. Success is measured by content freshness and ease of asset discovery.
**AI-First Workflows**: Design and deploy AI-powered workflows (using Claude, call-recording analysis, competitive monitoring) that keep enablement material current automatically. If a process runs manually more than twice, automate it.
Success looks like: new AEs delivering credible technical pitches within their first month, sellers handling top objections without escalation, battlecards updated within days of competitive moves, launches landing with field readiness on day one, reps choosing your materials over building their own, and win/loss themes flowing back into positioning with specifics.
You will not own vertical messaging, organic/technical content, demand generation, or developer documentation—those are separate functions.
Required: 4+ years in product marketing, sales enablement, or hybrid roles at B2B tech companies selling to technical buyers. You must have deep craft evidence (a pitch, deck, or battlecard set you personally built that sellers adopted) and credibility with developer audiences. You need experience building competitive positioning from win/loss data, running sales onboarding/certification that improved ramp time, excellent writing and presentation skills, and a proven AI builder mindset (shipped LLM automations, not just used ChatGPT).
Nice-to-have: background as a sales engineer, solutions architect, or engineer; experience at developer-first, API-first, or PLG companies; fluency with call-recording and revenue intelligence tools; experience enabling technical sales with proof-of-concept or eval-driven cycles; familiarity with the AI infrastructure landscape.
