Why This Role is Exciting

Do you want to own revenue at an early-stage AI company, not just carry a quota?
Do you like running real deals end-to-end, from first conversation through POV, close, and expansion?
Do you want a role where your judgment directly shapes how a company wins, prices, and scales?

At Delphina, this role sits at the center of growth. You’ll own pipeline and deals, guide sophisticated buyers through high-stakes proof-of-value motions, and turn early wins into durable expansion. You’ll work directly with the founders and help define how we move from founder-led sales to a repeatable, scalable GTM engine.

This is not a traditional “run the script” AE role. It’s for someone who wants real ownership -- of customers, revenue, and the systems that turn early traction into a company.

Why This Market Matters

Most companies have plenty of data but still struggle to answer their most important questions. Dashboards are brittle. Analytics is slow. Answers often require scarce data engineering time. And executives don’t trust results enough to act.

Delphina helps teams answer complex, decision-critical questions quickly and reliably -- without long build cycles or heavy engineering lift. Our customers aren’t buying prettier charts. They’re deciding where to invest, what to stop, and how to grow.

That urgency creates real budgets, senior buyers, and expansion-driven deals -- the kind of market where strong AEs can build meaningful, repeatable revenue.

Why Delphina Will Win

Founders and team with experience solving these problems at Uber, Google, Meta, OpenAI; educations from Stanford, Harvard, Princeton, Berkeley
Support and funding from world-class angels and VCs including Fei-Fei Li, Costanoa Ventures, and Radical Ventures
AI-native technology designed for complex questions, not a bolt-on to pre-LLM analytics
Hands-on POVs that deliver value fast and create conviction
Founder-led product and GTM with tight feedback loops
Early customer traction and a clear path to scaling revenue

The Role

Your job: build pipeline, close deals, and turn early wins into expansion -- while helping define how we sell. You are the quarterback of the buying process. You own deal strategy, stakeholder coverage, commercial terms, and the path to a signed agreement.

You’ll own deals end-to-end: sourcing and qualifying opportunities, running discovery, guiding customers through POVs, building business cases, closing contracts, and identifying expansion paths. Along the way, you’ll help turn what works into repeatable sales plays, pricing intuition, and GTM systems that scale beyond founder involvement.

This role sits at the intersection of sales, value engineering, and early GTM strategy. It’s ideal for someone who wants quota-carrying responsibilityand meaningful influence over how the company grows.

What You’ll Be Responsible For

Pipeline & Deals

Build and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansion
Own deals from first conversation through close, with clear qualification and momentum

Discovery

Turn vague customer interest into decision-relevant problems tied to real business outcomes
Identify buying committees, success criteria, and blockers early

POV Leadership

You own the commercial and decision strategy of the POV, while partnering with the Solutions Engineer as the technical and analytical lead.
Lead high-impact proof-of-value motions in partnership with solutions and product
Keep POVs focused, urgent, and tied to a clear buying decision

Value Engineering

Quantify business impact and help customers build internal conviction and a buyer-ready business case
You ensure the business case lands with the right buyers; the Solutions Engineer ensures the analysis and proof are sound.

Expansion

Develop strong customer relationships and identify new use cases, teams, and value opportunities post-close

GTM Building

Partner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooks
Turn early wins (and losses) into repeatable systems

Commercial Leadership

Own pricing strategy, deal structure, and contract negotiations
Balance speed, deal quality, and long-term expansion economics
Partner with founders on pricing intuition and packaging decisions

What We’re Looking For

Must-Have

3–5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed–Series C)
Proven track record of closing mid-market or enterprise deals with multiple stakeholders
Strong discovery skills and comfort selling to both technical and business buyers
Ability to lead complex sales cycles that include POVs, pilots, or evaluations
Comfort operating with ambiguity and building while selling
High urgency and bias toward action
Clear, confident communicator -- written and verbal -- with senior leaders
Ownership mindset: you take responsibility for outcomes, not just activities
Enough technical fluency to lead technical buyers, ask the right questions, and partner effectively with Solutions Engineering
You use AI to build leverage (research, prep, follow-ups, systems), not just write emails

Nice-to-Have

Experience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)
Experience selling deals that expand over time (land-and-expand motions)
Experience helping build early sales playbooks, pricing intuition, or qualification frameworks

This Role Is Not

A demo-only or order-taking sales role
A narrowly scoped SDR-to-AE handoff machine
A post-sales account management role
A role where product, pricing, and GTM strategy are “already figured out”

Why This Role Is Special

You’ll help define how Delphina goes from founder-led sales to a real GTM engine
You’ll work directly with the founders on deals, strategy, and positioning
You’ll define how Delphina sells, then help hire and shape the AE team that follows. If you perform and have the right skills, there is ample opportunity for management roles as the company grows
You’ll sell a product that delivers real, provable value fast, and gain rare experience selling AI through POV-driven enterprise motions
You’ll build a foundation that can scale into a full sales org
Industry competitive base salary plus commission with uncapped upside
Generous equity as part of the founding GTM team

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