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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 data-intensive post-training techniques.
You'll be one of the first 5-10 sales development representatives in 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 role with a critical difference: you're not selling a subscription or ad package. You're asking business owners and technical leaders to trust you with sensitive data assets.
Key responsibilities:
- Run high-volume outbound (calls, email, LinkedIn) against target account lists to identify companies with valuable, licensable data
- Get past gatekeepers to reach founders, owners, CTOs, or Heads of Data
- Conduct thorough discovery to understand what data a company has, its structure, authority to sell it, and what would make them comfortable proceeding
- Handle real objections (competitive fears, security concerns, trust) with patience and genuine listening, not pressure
- Own deals end-to-end: scoping, looping in legal/security, negotiating terms, closing to signature
- Hit weekly activity and pipeline targets; maintain process discipline with clean notes and real follow-through
- Help build the playbook as you go—scripts, target lists, and process will evolve in your first 90 days
The role requires the activity discipline and resilience of a high-velocity sales floor, but with a critical twist: success here means slowing down at the right moment to truly understand the prospect's situation before earning a yes. You need to balance hustle with genuine discovery and listening.
Desired background: 1-2 years of prospect-facing, high-volume outbound sales experience (ideally your second sales role) with real activity metrics and quota attainment. Comfort with high-intensity, fast-moving environments is essential. Extra credit for experience selling to technical buyers, data licensing, enterprise SaaS, or API/platform sales, plus familiarity with data privacy/compliance basics.
