Director of Sales
CopilotKit
Sales & Business Development
Seattle, WA, USA
The Role
We just closed our Series A. Our enterprise pipeline is full of Fortune 500 engineering teams who already know us from open source. We have our Series A reference accounts. We’re hiring the Director of Sales who will turn that inbound momentum into a repeatable revenue engine, build out the AE bench, and personally carry deals across the line while doing it.
You’ll be a player-coach, reporting to our VP of Sales. You’ll carry your own quota on a focused set of strategic accounts, and you’ll hire, ramp, and coach a team of 2–4 Enterprise AEs through their first year of selling CopilotKit. You’ll own forecast accuracy, pipeline rigor, and deal strategy across the team. You’ll partner closely with our Forward-Deployed Engineers on technical POCs and with the founder and VP of Sales on pricing, packaging, and the ICP we’re still sharpening in real time.
This is not a seat where someone hands you a built-out org, a finished playbook, and a clean territory map. The category is still being defined. Pricing is still being sharpened. Every deal teaches us something new, and every hire you make will shape the team for the next three years. If that sentence excites you, keep reading. If it stresses you out, this is not your role.
We’re Hiring Player-Coaches
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Close a $250K technical deal yourself this quarter and onboard two new AEs the same quarter without dropping either
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Run a forecast you actually believe and call your number honestly — up or down — without sandbagging or hero math
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Coach an AE through a stuck POC by getting on the call
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Hire AEs the rest of the team wants to work with, ramp them in 90 days, and exit the misses fast
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Write the playbook with the team and then improve it every quarter as the market teaches us new things
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Operate on outcomes, not activity metrics — we track pipeline quality, conversion, and cash collected, not dials
We’re not looking for someone who has run someone else’s motion at scale. We’re looking for someone who has — or is dying to — build the motion themselves and lead from the front while doing it.
We don’t care how many people have reported to you. We care whether you can:
What You'll Do
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Carry a personal quota on strategic enterprise accounts ($2-3M ARR) while owning team attainment of $7M+ ARR
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Hire, onboard, and ramp 2–4 Enterprise AEs in your first 6–9 months — sourcing, interviewing, ramping, and exiting misses fast
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Run weekly forecast, pipeline review, and deal strategy cadences the team actually uses to win deals, not perform for management
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Personally lead the most complex enterprise deals end-to-end — engineer to head of engineering to security to finance — with $150K+ ACV and 1–2 year contract structures
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Partner with our Forward-Deployed Engineers to scale POC quality across the team without bottlenecking on you
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Sharpen ICP, qualification, segmentation, and the open-source-to-enterprise conversion motion alongside the VP of Sales
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Feed customer signal directly into product, pricing, and positioning — you’ll have a 30-minute weekly review with the founder where things actually get decided
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Build the bench, the culture, and the playbook for the AE org we’ll triple over the next 18 months
What We’re Looking For
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8–12+ years in technology sales, with at least 2 years carrying a team quota as a first- or second-line manager — developer infrastructure, security, or adjacent engineering tools
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A track record of personally closing $100K to 250K+ ACV enterprise deals into engineering buyers, plus a track record of building AEs who close them too
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High-growth startup experience (Series A/B/C) preferred over big-company enterprise tenure — you should be allergic to bureaucracy
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Bottoms-up selling fluency — you’ve coached AEs through engineer-to-head-of-engineering-to-finance motions and can do it yourself
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Technical fluency — you can follow an engineering conversation, read tone and intent, and earn credibility with technical buyers without needing to write the code yourself
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Forecast discipline — you’ve owned a number, called it honestly under pressure, and built the rituals that made it predictable
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A hiring bar that doesn’t bend — you’ve hired AEs you’d hire again, and exited the ones you wouldn’t
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A tolerance for ambiguity that borders on enthusiasm — you see “the playbook is still being written” as the opportunity, not the problem
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High internal standards. You keep score, care about winning, and treat quota attainment as a craft — for yourself and for the people you lead
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Ownership mentality — you don’t wait for marketing, ops, or your VP to unblock you or your team; you find the answer
Bonus Points
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Experience scaling sales at an open-source or product-led company — converting community and free-tier usage into paying enterprise revenue
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Working knowledge of the agentic AI stack — agents, middleware, orchestration frameworks, the AG-UI Protocol
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Background in selling and managing in Fortune 500 engineering orgs with security and procurement gates
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Built a sales playbook from scratch — ICP, qualification, discovery framework, POC-to-production process — not just inherited one
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Sales Engineer or Solutions background earlier in your career, and the commercial instincts to run a deal end-to-end now