About the role
Responsibilities:
- Build a tiered target account list monthly. Tier 1: companies actively posting AI Engineer, ML Engineer, or Head of AI roles. They have a budget and intent. Tier 2: companies that have publicly announced AI initiatives but haven't shipped. Tier 3: ICP-fit companies with no visible AI signal yet.
- Run personalized outbound to CTOs, CDOs, VP Operations, and Heads of Product. Each message references a specific company signal: a job posting, a press release, a product update, or an industry pain point. No spray and pray.
- Run discovery calls independently. Surface the manual process or business problem, quantify the cost or volume, and propose a PoC scope. Pass a clean brief to the AI engineering lead, not a vague requirement.
- Work with the AI engineering lead to scope and price PoC proposals ($15K to $75K range). You co-own the proposal. You do not throw requirements over the wall.
- Own all inbound from digital platforms (Clutch, GoodFirms, etc. ) for AI-tagged inquiries. Respond within 4 hours and qualify before escalating.
- Track every account and deal in HubSpot. Weekly pipeline report every Friday without prompting.
Requirements:
- 3 to 6 years selling custom tech services: software development, data engineering, AI/ML services, or automation consulting. Not SaaS. Not platforms. Services.
- Run discovery with the CTO, CDO, VP of Operations, or Head of Product, and translate a business problem into a technology solution scope without an engineer in the room.
- Pitched a proof of concept or pilot engagement as an entry point and closed it. You understand why buyers need a small win before a big commitment.
- Can explain in plain English what an LLM does, what an AI agent automates, and what RAG enables. You don't need to code, but you need to be credible in a room with engineers.
- Generated net-new pipeline through outbound prospecting. Not just followed up on warm inbound.
- Comfortable working in a flexible schedule environment, including late-night or off-hours calls/meetings, in line with the demands of a global client-facing role.
- While the primary focus is AI services, the ideal candidate is adaptable and willing to take on business development responsibilities across other IT services/products lines as opportunities and business demands grow.
Good to Have:
- Sold AI or automation services to fintech, healthcare, e-commerce, or logistics companies where the ROI case is already established.
- Understands the difference between using an AI API and building a custom model. You won't be engineering, but you will be in scoping conversations where this distinction matters.
- Has attended NASSCOM AI, PyCon India, or equivalent events as a networking and prospecting channel.