Role Description This is a quota-carrying hunter role, reporting directly to the CEO. We don't hand you a lead list; you build your own pipeline. You own staffing revenue creation from prospecting through close, with an offshore team to multiply your reach: - Self-sourced new-logo selling: You prospect, you book your own meetings, you close. This role exists because we need someone who can build pipeline from nothing against companies hiring AI/ML and Data Engineers. - Using the offshore team as leverage: A dedicated offshore team supports your hunt with list-building, research, LinkedIn outreach, cold email, and job-board/req monitoring. They multiply your reach; they don't replace your hunting. You direct them. - Scoping implementers into Production deals: When a Production-tier AI or Consulting deal arises, you scope nearshore implementation hours into it, the engineers who integrate the agents and build the data pipelines. - Owning the deal end-to-end: Discovery, scoping, role definition with our recruiters, pricing, negotiation, close. You quarterback; the recruiters deliver the talent. - SOW discipline: Clean scoping, clear acceptance criteria, and change-order discipline on every engagement. - Defending against the 'AI replaces developers' objection: We have a clear answer and you'll be trained on it. You deliver it credibly, every time, and lead with the roles AI doesn't replace. - Walking away from the wrong deals: If a prospect wants mid-level full-stack devs or manual QA, you have full discretion to propose role conversion (AI/ML or Data Engineer seats) or walk away. Qualifications - A genuine hunter who has built pipeline from nothing. - Experience in selling staffing or staff augmentation. - Comfortable selling technical roles to CTOs or VPs of Engineering. - Outcome-oriented, focusing on the work the client is trying to get done. - Comfortable in a small-team environment. - Honest about fit, preferring to walk from bad-fit deals. Requirements - Builds a credible pipeline through own prospecting within the first quarter. - Consistent weekly cadence of outbound touches and first meetings booked from own effort. - Directs the offshore team well for lists, research, and sequencing. - Scopes nearshore implementers into Production-tier AI/Consulting deals when they arise. - Signed engagements have clean scope and acceptance criteria. Benefits - Base + commission. Quota and OTE discussed in interview, calibrated to experience. - Fully remote, US-based. Some client travel as deals warrant. - Recruiting team paired with you from day one. - A dedicated offshore team to multiply your reach. - Direct partnership with the VP of AI on Production-tier deals. - A clear, differentiated story to sell, reporting straight to the CEO.

• Develop and execute a comprehensive sales strategy for your territory to achieve revenue targets and expand our mid-market customer base • Initiate meaningful conversations to understand customer needs and pain points and tailor solutions accordingly • Work closely with the Business Development Representative to find and develop new opportunities • Leverage Contentstack Partners to discover and run co-sell opportunities • Qualify and drive opportunities using MEDDPICC • Lead negotiations and contract discussions, ensuring mutually beneficial outcomes • Work closely with sales-engineering and cross-functional teams to develop and present compelling proposals that address customers’ needs • Stay ahead on market trends, industry shifts, and competitor activities to inform sales strategies • Utilize insights to position Contentstack as a solution provider that offers unique value • Monitor and analyze sales metrics, forecasts, and performance data to assess progress and make data-driven decisions • Keep Salesforce CRM up to date and provide regular updates to management on sales performance, strategies, and market insights

• Develop and nurture relationships within accounts in your territory • Lead a mid-market engagement process that is based on MEDDPICC (MEDDIC) and champion-based selling to mid-market organizations. • Manage complex sales cycles, adaptation of tendering processes and major responsibility in extensive contract negotiations with users, influencers, and decision-makers at the CxO management level • Exceed monthly/quarterly sales targets by driving new opportunities and selling mid-market platform solutions that align with the customer’s product needs and business priorities. • Generate short-term results whilst maintaining a long-term perspective to improve overall revenue generation • Partner with Sales Development /Solution Engineering and Customer Success assigned to your territory to prioritize opportunities and apply appropriate resources • Exceed activity, pipeline, and revenue goals on a quarterly basis • Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce

• Develop and manage strong relationships with assigned accounts to support the overall sales and account strategy. • Drive revenue growth by expanding existing accounts, identifying new business opportunities, and supporting cost-reduction initiatives. • Serve as the primary customer interface, leading communication and engagement at appropriate customer levels. • Negotiate, implement, and manage contracts and payment terms within authorized guidelines. • Coordinate and resolve production, distribution, and delivery issues to ensure customer expectations are met. • Act as the voice of the customer internally, championing customer needs and driving satisfaction improvements using data. • Collaborate cross-functionally and across business units to execute account strategies and support account development. • Maintain accurate sales forecasts, track performance against targets, and support Customer Focus Six Sigma initiatives.