This job is not for your average salesperson, so I’m not writing this job description like an average job description. We are a startup and we need someone who can fully embrace that. I’m not talking about sleeping under your desk (we are remote so that would be pointless anyway). It’s really about sacrificing the comfort of a well-worn playbook, the backdrop of a marketing team to set up all your leads and prepare your decks, the fully-baked product sitting on the shelf, and a phone ringing with customers ready to place orders, and instead embracing the entrepreneurialness of making an impact and having everything you do matter. If this tradeoff appeals to you, keep reading.
We have a pretty killer technology called federated learning that enables data sharing without moving data - think of it like decentralized data science where the workloads are performed locally on the data instead of requiring centralization of data. We have a pretty killer vision of how this technology can fundamentally change the way companies build their data pipelines for AI and data models. Our platform has been compared (usually by me) to innovations like seismic imaging - the ability to see if there’s oil underground before going through the supreme hassle of drilling a bunch of holes to find out. We enable our customers to see the value of data to their models without having to move it and without needing to see the raw data itself. Our primary beachhead in this endeavour is with insurance providers and the sea of data providers from which they purchase data and analytical products that enhance their underwriting, pricing, fraud, claims and marketing models. We have secured a few of the top insurance carriers and data providers and are looking to establish a critical mass in this market. This is where you come in.
The big vision, and the reason we’re all here, is that if we can establish ourselves as “the” way that companies find signal from noise to more quickly build their data pipelines for AI, then we become the de facto marketplace for data in the age of AI.
What we’re looking for:
It will be pretty essential that you have some experience selling data, or data-related products. We’re also looking for someone with full-funnel sales experience, and it has to include enterprise. This is not currently a high-volume SMB kind of thing, we are currently selling into some of the biggest companies in the world so you’d need that kind of experience to be successful. You’ll be responsible for sourcing the leads whether using our board members on linkedin to find connections to leads, being savvy about navigating conferences, or coming up with other creative ways to meet with prospects and use your relationship skills to build trust. This is a consultative sale where success will require that prospects see you as someone who can add value, someone who is intellectually curious about their business and their problems, and who really listens to their feedback instead of trying to just sell the crap out of them.
So let’s be specific - we’re realistically talking about 7-10 years sales experience, enterprise, and data-related. This is currently an IC role, so if you are looking to manage a big team, we’re not there yet - hang tight for future roles! But for the right aspiring leader who has sales experience, a sense of founder-like ownership over the company’s success and wants to be on the ground floor (or maybe first or second floor) while we grow this business, make a huge impact, and grow in your responsibilities as we grow, then this could be perfect for you.
Our interviews are not supposed to be a pop quiz where we’re measuring how well you can BS us. We want the real deal - so we want to tell you what we’re going to ask in advance so you can give us thoughtful answers. During the interview process, be prepared to talk about your experiences building a pipeline that demonstrates a hustle-factor or some creativity - what is your secret-sauce to getting people to take meetings with you or more importantly, getting them to take the next meeting? Also, selling at integrate.ai is a team sport - this is not a role for lone wolves - so we will be asking about your experiences collaborating with product, engineering, and execs in your sales process. Having a growth mindset is an important attribute for this role - whatever you have done in the past - you will still need to be curious and learn, know what you don’t know, and be humble but confident - so we will be digging into examples of that as well in the interview.
Some other logistics and detail below:
About integrate.ai
integrate.ai is a data evaluation platform for quickly finding signal from noise while protecting sensitive data. It is like a dressing room where insurance carriers can try on data products from external vendors to measure the predictive value to their models, without the time, expense and risk involved in exchanging data. Typically increasing data security comes at the expense of speeding up innovation, but with integrate.ai carriers get more security and more speed. The platform works through integrate.ai’s proprietary federated learning technology, which ensures that the data stays inside the custodian’s firewall and is not visible to collaborators while performing a variety of data science workloads. Some of the top carriers in the world use integrate.ai for “signal hunting” across data vendors of all sizes, and across all cloud platforms and on-prem.
We are looking for an experienced BD Director to help spearhead our go to market efforts to find and grow our customer base.
In this role you will report to the CRO and collaborate with our Product, Engineering, and Science teams to build a strong pipeline of quality leads within our target market and use your creativity to close enterprise customers.
What you will be doing:
- Building a strong pipeline of quality leads and using your exceptional creativity and relationship building skills to close paying customers
- Structuring and closing deals that create value for our customers and integrate.ai
- Collaborating with Marketing and Product to develop and execute experiments to test compelling value propositions with target personas
- Identify compelling use cases and target customers across industries, including financial services, insurance, data products and more.
- Partnering across Go-to-Market (GTM) and Product teams to build the GTM playbook
We value:
- Track record for building pipelines and closing customers without an established playbook
- Extensive experience structuring and closing complex deals for deeply technical products, ideally within B2B software
- Experience in or strong understanding of the sales motions around data and analytics products, ideally related to financial services and insurance verticals.
- A proven track record of identifying customer needs and connecting those to technology solutions
- Super problem solving ability and ability to navigate complex business relationships with minimal oversight
- Experience developing and running very large customer deals for an early stage software startup is a plus
- An entrepreneurial spirit: you’re a self-starter, can identify opportunities, understand potential impact and effectively prioritize across multiple competing priorities
- Passion for expanding your knowledge on all things related to machine learning, trust & ethics in AI, successful integration and our clients’ industries in general
The diverse experiences, ideas, and identities of integrate.ai’s team members help us make better decisions and drive great results. We foster an inclusive work environment that welcomes team members of all backgrounds and perspectives. We are committed to providing a meaningful environment for every member of our team. We hire exceptional people and reward them with trust, autonomy, mentorship, and growth.
We are naturally curious and have strong attention to detail. We love working in a team environment where trust is key and we all strive to make an impact every day. If this sounds like the right fit, please apply and come work with us.
