Shorebird

Role Description Shorebird's flagship product, Code Push, delivers tens of millions of patches globally every month. We continue to expand on our Code Push functionality and more products are on the way. Over the last 12 months we've 2.5x'd our paying users and 3.5x'd our revenue. We serve over 4,000 businesses every month worldwide, and we've gotten here almost entirely through inbound and product quality. The market is large. There are over 1.5 million monthly active Flutter developers worldwide, and Flutter apps account for nearly one-third of all new App Store submissions. A fraction of them are using Shorebird currently. The pipeline builds itself as the community grows but it needs someone to work it. We're a product-led company and intend to stay that way. But Fortune 500 companies are already finding us, and closing and growing those relationships takes someone who knows how to do it. That's this role. While we do have the basics in place (CRM, pricing, some outbound tooling) you're coming to build on it and partnering with the rest of the team to grow our customer base and revenue numbers. We have a product people actually want, a stream of serious inbound, a customer base full of expansion opportunities. You're not building from zero. You're taking what's already working and making it run. What You'll Do - Work the pipeline: - Handle inbound - Qualify, run, and close deals from first contact through signature. - Build outbound - With marketing, identify high-value Flutter app developers, find ways to reach them, and build a repeatable motion. - Grow existing accounts - Renewals, renegotiations, expansion. Stay close enough to know when things change before they become problems. - Navigate enterprise procurement and legal - You'll have support from our operation team on the paperwork side, but you own the relationship. - Own our CRM and sales tooling - You'll inherit what we have and make it what it should be. - Make us smarter about how we sell: - Grow ACV - We're working toward our first six-figure deals now and need to keep building that muscle. - Spot larger opportunities - Help us recognize and pursue bigger customer and partnership contracts as they come. - Fix what we're leaving on the table - We have Fortune 500 customers on plans that don't fully reflect the value they're getting. You’ll bring the experience to know where and how to close that gap. Qualifications - You want to sell, and you want to be close to a product you believe in. - You've done enterprise sales and know how it works: procurement, legal, multi-stakeholder deals, renewal cycles. - You’re just as comfortable generating leads as working an existing pipeline. - You understand technical buyers. - You care about revenue the way engineers care about uptime. Requirements - 3-5+ years in a closing or commercial role at a developer tools or technical SaaS company. - Experience with enterprise deals including multi-stakeholder sales, procurement, and legal steps. - Comfortable being the only sales person for an extended period. - Located in North America (remote). Bonus - Experience at a PLG company that had to figure out enterprise as it scaled. - Familiarity with the Flutter or mobile development ecosystem. - Prior experience as an early commercial hire at a startup. Targets - Our part-time commercial sales currently close around 2–3 deals per month at a decent contract amount for our current size. - You'll own the revenue number and help define what hitting it looks like as the company scales. Compensation - $130–160K base depending on experience and structure. - Commission on new or expansion deals closed. - Commission on renewal deals closed. Why Join - A product that already works, with customers who already want more. - A platform play, not a single product. More surface area to sell every year. - Own the sales function at a company where the product does the heavy lifting. - Direct access to engineering. - Small, senior team. No layers, no politics. - 3–4 team offsites per year. What Your First Days Look Like First Day - You'll start by opening Discord and asking questions. - You'll spend the day getting access to everything - CRM, analytics, dashboards, customer data, pricing - and starting to form opinions. - We'll walk you through the customer base: who's on what plan, which accounts are growing, which are quiet, where the obvious gaps are. - By the end of day you should have a list of things that surprise you. First Week - Two things will compete for your attention: inbound that needs handling and existing accounts worth a closer look. - You'll sit in on active deals and take them over as quickly as makes sense. - You'll also start forming a point of view on outbound including who we should be targeting and why. - Tell us what's broken. You're coming in with fresh eyes and experience we don't have. First Month - By the end of week two you should have completed your first call solo. - By the end of month one you should own the pipeline. - You'll know which inbound leads are worth pursuing, which existing accounts have expansion potential, and where outbound should start. First Quarter - By the end of Q1 you should be closing deals we wouldn't have closed without you. - You'll have a working outbound motion built on the tools we have today, expanded based on your guidance. - You'll have told us at least once that we're undercharging someone important.

Role Description Shorebird is the over-the-air update layer for Flutter. Thousands of developers use us to ship faster, and millions of end users receive those updates every day. We built all of this with a tiny team and now we need someone to work the product function on a daily basis. This is an individual contributor role. You won’t be managing a team of PMs, you’ll be directly driving the roadmap working directly with engineering, sales and marketing to make sure we’re building the right things in the right order. You’ll own the full product lifecycle: from understanding what developers need, to defining what we build, to making sure it ships and lands well. The best person for this role has shipped developer tools before. You know what it’s like to have engineers as your end users, and you know how different that is from building for a general consumer audience. You have strong opinions about what “good” looks like in developer experience, and you’re not afraid to push for it. What You’ll Do - Own product definition. Write clear, well-researched specs that engineering can build from and that sales can speak to. Be the person who turns ambiguous problems into crisp decisions. - Conduct ongoing customer research and turn those conversations into a clear picture of what matters and why. - Partner with engineering on sequencing and scope. You’re not just writing specs and throwing them over the wall. You’ll be in the “room” working through tradeoffs, keeping projects moving, and calling out when something is off track. - Coordinate timelines and rollout. Make sure our team knows what’s shipping and when. - Define and move product metrics. Set the north star for each initiative. Know what success looks like before you start, instrument the right things, and hold yourself accountable to the numbers after launch. - Work with sales and marketing on go-to-market. You’ll review positioning, docs, and launch content to make sure it’s technically accurate and actually resonates with the people we’re trying to reach. - Maintain and communicate the product roadmap both internally and externally. - Surface and prioritize enterprise needs. Work closely with our enterprise customers, especially during evaluations and expansion conversations, to make sure their requirements are feeding back into the product. Qualifications - Mission alignment. You care about helping the world stop writing everything twice. Flutter is our tool for that, and Shorebird aims to take Flutter beyond where Google can. - 5+ years of product management experience, with at least 2–3 years working on developer tools, infrastructure, or a product where engineers were your primary end users. You’ve lived the pain points you’ll be solving. - Strong product instincts. You know how to frame a problem, prioritize ruthlessly, and make good decisions with incomplete information. You’ve done this enough times that the process is second nature. - A research-first mindset. You don’t guess at what users need, you go find out. You’re comfortable talking to developers directly and turning qualitative signals into something actionable. - Technical credibility. You don’t need to write production code, but you need to earn the respect of the team members you’re working with. You can read a PR, understand an architecture tradeoff, and ask the right questions. - Excellent written communication. You’ll be writing specs, roadmap updates, and internal briefs. Clear, concise, direct writing is a core part of the job. - Comfort with ambiguity and small-team environments. You'll be building the processes around the product function. - Cross-functional range. You can shift from a deep customer discovery call to a metrics review to a go-to-market conversation in the same day. You know how to show up differently for different audiences. - Bonus: direct experience with mobile or Flutter development, or a background in devtools, SDKs, CLI tooling, or similar technical product categories. Benefits - You’ll be the first dedicated Product hire at Shorebird. That means real ownership, real scope, and a real chance to shape how the product function works at the company. - Unlike Product roles at big companies, you won’t be managing up through layers of stakeholders. The engineers building the product, the customers using it, and the CEO making strategic decisions are all within arm’s reach. - We travel periodically to a central location to work and socialize as a team for a week. - Work directly with a small team solving hard, high-impact problems. - Competitive compensation + equity. What Your First Days Will Look Like - First Day: We’re all remote, so you’ll start by opening up Discord and saying hello. Most of us hang out on video throughout the day. We’ll get you access to Linear, Notion, Plain, and our docs. We’ll walk you through where things stand: what’s shipping, what’s being defined, and what questions nobody has answered yet. - First Week: You’ll spend time getting oriented on the product, the codebase at a high level, and the customer base. You’ll read through recent support threads, sales calls, and open Linear issues to start building context. We’ll introduce you to a handful of customers and enterprise prospects so you can start forming your own opinions about what matters. - First Month: By now you’ll have a point of view. You’ll have identified the biggest gaps in how we currently define and prioritize work, and you’ll be starting to fill them. You’ll own at least one active initiative end-to-end, and you’ll have started establishing a rhythm with engineering around spec reviews, planning, and weekly check-ins. - First Quarter: You’re in a rhythm. You have a working roadmap that the team trusts, a clear set of metrics you’re moving, and a research practice that’s feeding insights into what we build next. Engineering knows what’s coming and why. Sales has what they need to speak to the product.

Shorebird's flagship product, Code Push, delivers tens of millions of patches globally every month. We recently launched CI, which is in beta with plans for GA later this year, and more products are on the way. You're not selling a product, you're selling a platform. Over the last 12 months we have 2.5x our paying users and 3.5x our revenues, we serve over 4,000 businesses every month across 30+ countries and we've gotten here almost entirely through inbound and product quality. The market we're in is large and under penetrated. There are an estimated 1.3 million active Flutter developers worldwide (same size as Unity, a $2B per year revenue company), and Flutter apps account for nearly one-third of all App Store submissions. We have a tiny fraction of them. The pipeline builds itself; but needs someone to work it. We're a product-led company and intend to stay that way. But Fortune 500 class companies are already finding us, and closing and growing those relationships takes someone who knows how to do it. That's this role. You'd be employee number 7. We have the basics in place – CRM, pricing, some outbound tooling – but you're coming in to own all of it and partner with our marketing lead to make it real. There's no SDR handing you qualified meetings, no RevOps pulling reports, eventually you will build out those functions as needed. What we do have is a product people actually want, a stream of serious inbound, a customer base full of expansion opportunities, and a team that's done everything except the thing you're good at. You should feel like a kid in a candy store. Over time you'll likely hire salespeople under you. But right now we need you to sell. We're backed by Accel and expect to be profitable this year. What You'll Do Own the revenue function end to end: - Handle inbound - Qualify, run, and close deals from first contact through signature. - Build and own outbound - In conjunction with marketing, identify high-value Flutter app developers, find ways to reach them, build a repeatable motion. - Manage and grow existing enterprise accounts - This includes renewal calls, renegotiations, expansion, and staying close enough that you know when things change before they become problems. - Navigate enterprise procurement and legal - You'll have support from our ops lead on the paperwork side, but you'll own the relationship. - Event Representation - Attend the conferences and events worth attending and help us know what events and opportunities we’re currently missing. - Own our CRM and sales tooling - You will inherit what we have and make it what it should be. Help the company get smarter about revenue: - Pricing and packaging - We have Fortune 500-class customers on plans that don't reflect the value they're getting and inbound we’re underselling - Grow ACV - We're working towards our first 6 figure deal now, but need to continue to build this muscle as we grow. - Target larger opportunities - Help us grow to navigate even larger customer and partnership contracts and experiences. What We're Looking For You want to sell, and you want to be close to a product you believe in. You're not here to manage a team yet. You want to own something, build the process yourself, and close deals. You've seen enterprise sales and know how it works: procurement, legal, multi-stakeholder deals, renewal cycles. You don't need to live exclusively in that world, and you'd prefer not to. But when a large company comes inbound, you know exactly what to do. You understand technical buyers. Our customers are varying roles from single developers up through engineering leaders and CTOs. You earn their trust because you understand their world, not because you're smooth. You care about revenue the way engineers care about uptime. It's your number. You watch it. You feel it when it moves. Requirements: - 5+ years in a closing or commercial role at a developer tools or technical SaaS company - Experience with enterprise deals: multi-stakeholder sales, procurement, legal - Comfortable being the only revenue person for an extended period - Located in North America (remote) Bonus: - Experience at a PLG company that had to figure out enterprise as it scaled - Familiarity with the Flutter or mobile development ecosystem - Prior experience as an early commercial hire at a startup Targets Our part-time commercial sales currently close around 2-3 deals per month at a decent contract amount for our current size. You'll own the revenue number and help define what hitting it looks like as the company scales. Compensation $140-160K base depending on experience and structure. Commission on new, expansion, and renewal ARR you drive with renewal commission structured together. Early equity. Why Join - A product that already works, with customers who already want more. You're not building from zero. - A platform play, not a single product. This means more surface area to sell every year. - Own the revenue function at a company where the product does the heavy lifting. - Direct access to engineering. You'll close a deal and talk to the same people who'll ship the fix - Small, senior team. No layers, no politics - 3-4 team offsites per year What Your First Days Look Like First Day We're fully remote, so you'll start by opening Discord and asking questions. Eric (CEO) will be there to get you oriented. You'll spend the first day getting access to everything (CRM, analytics, back-office dashboards, customer data, our pricing sheet) and starting to form opinions. We'll walk you through the customer base: who's on what plan, which accounts are growing, which are quiet, where the obvious gaps are. By the end of day you should have a list of things that surprise you. That list is useful. First Week Two things will compete for your attention immediately: inbound that needs handling and existing accounts worth a closer look. We'll work through both together. You'll sit in on any active deals and take them over as quickly as makes sense. You'll also start forming a point of view on the outbound motion, who we should be targeting and why. The other thing we'll want from you early: tell us what's broken. You're coming in with fresh eyes and experience we don't have. If our pricing looks wrong, say so. If the CRM is a mess, fix it. If there's a category of company we should be calling that we're not, make the list. First Month By the end of the second week you should have closed your first call, even if it's just a check-in with an existing account. By the end of month one you should own the pipeline. You'll know which inbound leads are worth pursuing, which existing accounts have expansion potential, and where the outbound motion should start. You'll have a point of view on pricing some of our early wins might just come from your experience here. We'll also want your read on the six-figure deal process. We're closing the first ones now. First Quarter By the end of Q1 you should be closing deals we wouldn't have closed without you and have a clear plan for the ones still in flight. You'll have a working outbound motion — building on the tools that we have in place today and expanding as needed based on your guidance. You'll have told us at least once that we're undercharging someone important.

Overview We have a first successful product with thousands of monthly users, delivering tens of millions of updates around the globe every month. We built this all with two engineers. We also recently launched a second product which is growing quickly.  We need more engineers to keep up. Our backend and cloud infrastructure power everything we do — from patch delivery and authentication to analytics, CI, and, of course, future products. All of our cloud services are written in Dart, which is unusual, but intentional.  We rely on Cloudflare, Google Cloud, Redis and Postgres and serve thousands of businesses around the globe. We’re now looking for a senior, generalist engineer to take ownership of our cloud layer as our engineering team grows. What You’ll Do Design, build, and operate production systems that serve millions of requests globally with high reliability. Own, develop, and expand Shorebird’s cloud infrastructure and backend services including code, configuration, architecture, and more. Collaborate to design and build new products, systems, services, or major refactors. Work closely with other engineers to design and improve interfaces between our installed products, backend services, and customer-facing UX. Work directly with customers (and data they’ve authorized us to use) to diagnose failures, improve performance, and ship fixes quickly. Help shape our engineering culture, processes, and technical direction as we rebuild the team. Seed the Dart-on-server ecosystem from work we do to build our own infrastructure. Note: our cloud stack is primarily written in Dart. You don’t need to be a Dart expert walking in, but you should have at least looked at it (it’s similar to JS/Java), and need to be excited about working in an unconventional stack and seeding an ecosystem. What We’re Looking For Mission alignment. You care about portable software and Flutter’s approach to such. Shorebird exists to make portable software the default and help the world stop writing everything twice. Strong desire to work at a startup. We’re a tiny, remote team. You’ll need to want to make decisions, own them, and live with the tradeoffs. Located in North America (remote), preference for Northern California. 5+ years of experience shipping production software. Experience owning backend or infrastructure systems end-to-end. Experience with GCP, AWS, or Azure at scale. Comfort working across cloud primitives: networking, IAM, storage, databases, queues, and compute. You’re a self-starter who thrives in ambiguous environments. You care deeply about product quality, reliability, and developer experience. Bonus: Experience with Dart on the server. Experience with observability (metrics, logging, tracing, SLOs). Startup experience or meaningful open-source contributions. Why Join Work directly with a small, senior team solving hard, high-impact problems. Competitive compensation + early equity. Shape the future of how Flutter apps are built, shipped, and operated. Unlike big-tech infrastructure roles, you’ll have direct customer access, real ownership, and direct financial upside from improving outcomes. We travel 3–4x per year to a central location (e.g. Chicago) to work and socialize as a team for a week. What your days will look like You will be employee number 6.  And at a size this small, we all “wear many hats” and take on jobs beyond our specialization.  But you, more than any of us, will have experience working in public cloud environments.  We’ve successfully built a large cloud, serving 100s millions of patches every month, however I’m certain that there is much we can and will improve, with more experience working at that layer of the stack.  The first month(s) for you will be a mix of learning our systems, and us learning from your past. Work at a company this small will inevitably span across many different areas and layers.  While we look to you for backend/cloud experience, over time, you will inevitably touch our command line services (in Dart), protocols (in Dart, but should be openapi at some point), possibly even front-ends (React), or runtime (C++), and possibly many other layers as we expand our product suite. First Day We’re fully remote, so you’ll start by opening Discord and asking questions. Most of us are around on video throughout the day, depending on what we’re working on. Eric (CEO) will be there to help get you oriented and we will provide you plenty of onboarding support. We’ll start by walking through our existing cloud architecture, how our backend services are structured, how deployments work today, and where the sharp edges are. We’ll also encourage you to try using our services as a user and take notes and update docs — being new to the system is precious, and future-you will be glad you did. First Week There are two big areas of backend-related work that your skill can help with immediately.  One is global reachability of our services, the second is build-out of our CI product and infrastructure.  I expect we’ll start with CI build-out, and move to reachability and other networking improvements over time. Our publicly-available CI product is basic at the moment, focused on static analysis and testing.  But with your help, we will build it out to include more building (and possibly releasing/deploying) as well as many other processing pipelines. We use the same CI system we sell to the public, so our incentives are very aligned to improve it. For your first week the focus is helping you complete the loop in our environment.  Find a bug, fix it, submit and deploy. But I expect your starter project will be wiring up “build” orchestration for our CI product.  Our existing CI product can only analyze and test, and building will require adding a layer of platform-specific coordination into our orchestration. You and other engineers will sit down and write a design to carve off pieces to start with in the first month. First Month I expect you will find yourself quickly with opinions about the cloud we’ve built so far, and you will have latitude to change things as you see fit.  In particular I expect you’ll find yourself wanting to expand our use of infrastructure as code, maybe convert some of our hottest endpoints into Cloudflare workers, explore setting up regional-specific access points (e.g. china), set up a more robust alerting system than we have, etc.  Some of these we will have opinions to offer you, some we will rely on your experience. First Quarter If we haven’t already addressed regional reachability within the first month we will certainly investigate doing so in the first quarter.  It’s probably several weeks of work and contracts with cloudflare, but would allow our customers to better reach their customers within China in particular. Once you’re fully up to speed, you’ll effectively be the owner of our cloud platform. We have a long backlog of infrastructure and platform work, as well as entirely new products that depend on cloud-side innovation. Beyond that it’s hard to predict. We’re a small startup, and priorities change. What matters most is that you want to work in this environment — with broad ownership, real impact, and an unusual but powerful tech stack — more than any specific tool or framework.