• Own the full sales cycle: prospecting, discovery, solutioning, proposal, negotiation, and close • Generate pipeline through outbound prospecting, inbound, and partner relationship management • Sell HubSpot implementation, CRM consulting, and RevOps services to B2B organizations • Build relationships with Account Managers + Sales Reps in the partner ecosystem • Conduct consultative discovery to identify business challenges and align solutions • Develop ROI-driven business cases tied to revenue growth and operational efficiency • Collaborate with pre-sales solution architect and internal teams on solution design, pricing, and proposals • Maintain accurate pipeline forecasting and CRM hygiene in HubSpot • Contribute to sales playbook development (ICP, qualification frameworks, messaging, GTM strategy)

Role Description We're looking for the person who will build White Circle's revenue engine. Today, most of our commercial motion is founder-led. We have customers, growing demand, strong investor backing, and a market that is rapidly realizing AI systems need safety, evaluation, and governance layers. What we don't have yet is a repeatable machine. Your job is to create it. You'll work directly with the CEO to turn early traction into a scalable go-to-market organisation. You'll own enterprise sales, help define positioning, build forecasting and pipeline discipline, shape pricing and packaging, and eventually hire the team around you. - Own the full sales cycle for strategic opportunities - Work directly with CEO on go-to-market strategy - Develop and refine our ICP, messaging, and sales motion - Build forecasting, pipeline management, and qualification processes - Help shape pricing and packaging decisions - Create a repeatable enterprise sales process - Turn customer conversations into product and positioning insights - Build the foundations of the future GTM organisation - Hire and lead revenue talent as the company grows Qualifications - Have experience selling technical B2B software to enterprise customers - Have built or helped build an early-stage GTM function - Can navigate complex multi-stakeholder sales cycles - Think strategically but enjoy being hands-on - Have excellent written and verbal communication skills - Are fluent in English Requirements - Experience selling AI, infrastructure, security, developer tools, or platform products (big plus) - Experience working in founder-led sales environments (big plus) - Familiarity with the AI ecosystem and modern AI stack (big plus) - Experience building and hiring GTM teams (big plus) Benefits - Salary: $200,000 - $270,000 base - Performance-based bonus - Meaningful equity package - Fully remote within the US (San Francisco or New York) - All the hardware, tools, and services you need - Covered subscriptions for AI agents and IDEs - Paid time off in line with your local regulations, no matter where you work from - Team off-sites twice a year: we’ve recently been to the Alps and to Saint-Tropez Company Description White Circle is an AI Safety company building the safety, reliability, and optimization layer for AI systems. At the core of our platform are policies – simple natural-language rules that define what an AI model should and shouldn’t do. We automatically test, enforce, and continuously improve these policies at scale. - We’ve raised $11M from top funds, founders, and senior leaders at OpenAI, Anthropic, HuggingFace, Mistral, DeepMind, Datadog, Sentry, and others - We process over one hundred million API calls every month - We fine-tune and train our own LLMs so they run faster and cheaper than any open or proprietary model - We’re a small, highly focused team. If you want to work deeply on hard problems, see your work ship to production quickly, and influence how AI safety is actually built – you’re the one we need.

• Partner with Customer Success Leadership to define and reinforce best practices across the full customer lifecycle • Diagnose gaps in customer experience, retention, and expansion performance, and design enablement programs to address them • Own onboarding programs for CSMs, TAMs, and Client Support teams, ensuring consistency across all verticals • Build training, coaching frameworks, and certifications that improve customer outcomes and operational excellence • Lead “train-the-trainer” efforts for BPO and support teams to ensure alignment and scalability • Collaborate with GTM Readiness to ensure new products and pathways are effectively integrated into the post-sale experience • Partner with front-line leaders to reinforce coaching, conduct call reviews, and drive continuous improvement

• Lead key operations functions for GTM, Post Sales, Marketing and Strategic Initiatives; develop overarching strategies for these functions, drive alignment with key stakeholders, and ensure effective and efficient execution. • Be a trusted partner to our GTM Leadership team, work closely with them to understand their business needs, and align the team roadmap and outputs to quickly meet them. • Design, develop, and continuously optimize the GTM reporting suite - strive for clarity and simplicity that enables better and faster decision making for Leadership. • Own executive operating cadences, including forecast reviews, pipeline reviews, quarterly business reviews, and strategic planning processes. • Translate complex analytical outputs into clear stories that drive business decisions. • Support key GTM projects and initiatives with robust and insightful ad-hoc reporting and analysis. • Lead annual and in-year GTM planning, including capacity planning, territory design, quota setting, compensation planning, organizational design, and investment prioritization. • Own executive and board-level reporting, ensuring consistent definitions, metrics, and business narratives across the organization. • Relentlessly search out opportunities to automate and scale - particularly via the use of Agentic AI - reporting assets, improve data quality, and enable greater self-service analytics and insights. • Develop long-term Reporting and Insights team strategy, build a provocative and audacious roadmap and hiring plan to support growth. • Partner closely with GTM Systems leadership to establish priorities, governance, and execution plans across Salesforce, Clari, marketing and customer systems, and operational tooling. • Drive alignment across Sales, Marketing, Post Sales and Finance organizations to ensure operational consistency and execution against company objectives. • Provide mentorship and leadership to all team members - constantly focus on their development and career progression.