From FERMÀT's posting. “We” and “our” refer to the employer.
FERMÀT is the leading commerce AI platform that partners with the world's largest brands to deliver dynamic, personalized shopping experiences. Our technology powers the customer journeys behind enterprises like GNC, Backcountry, and Glossier and allows them to deliver best-in-class shopper engagement and conversion while enabling them to stay on the cutting edge of what's possible in agentic commerce.
We're backed by VMG, Bain Capital Ventures, Greylock, and QED, and have been named The Information's #1 commerce startup. We're a 50 person team based in SF, NYC, and Bangalore — come build the infrastructure of the future of commerce with us!
What You'll Do:
Run the full enterprise deal process from first conversation to signed contract — multi-threading accounts, building the ROI case, managing procurement and security review, and keeping six- and seven-figure deals on schedule. Primarily net new logo acquisition, with an expansion motion in existing accounts.
Sell alongside our CEO and COO, who lead the transformation story with the C-suite. You orchestrate everything around that conversation and keep the deal moving between them.
Run deep, consultative discovery sessions with enterprise buyers to uncover real AI transformation opportunities, and map FERMÀT's platform to a compelling business case.
Partner closely with our Forward Deployed Product Management team to scope and deliver technical POCs that convert to long-term contracts.
Navigate complex, multi-stakeholder deals across 4–6 month sales cycles, and build a disciplined pipeline — you know where every deal stands, what needs to move, and what the path to close looks like.
Build our enterprise go-to-market playbook as the first AE on the team — what you learn in the field becomes the standard for the reps who come after you.
Who You Are: A consultative enterprise seller who leads with insight, not features. You open with your buyer's business problem, not a slide deck.
Someone who has closed complex, multi-stakeholder enterprise deals and knows what it takes to build internal champions and see a deal through to the end.
Excellent at the operational core of enterprise selling — stakeholder mapping, ROI modeling, procurement, legal, and keeping a dozen people moving toward a signature.
Comfortable operating at the intersection of sales, product, and engineering — you stay in the deal through delivery and make sure the customer sees value.
High-agency and comfortable building from where things are. You're joining a founder-led sale as the first seller, and you'd rather define the process than inherit one.
Genuinely excited about AI. This is a new category, so the sale is a point of view rather than a feature comparison — you stay current and can hold a credible conversation with a senior buyer about where the industry is heading.
Skills to Know: 5-8+ years of enterprise sales experience, with mid-six to seven-figure deal cycles and genuine C-suite engagement.
Experience selling a complex platform and navigating a full organizational buying process, not transactional volume sales.
Startup experience. You've worked somewhere the process wasn't finished and didn't wait for permission to build it.
Strong discovery instincts — you ask the right questions, listen carefully, and can turn a messy client situation into a clear solution narrative.
Comfortable in technical conversations without being an engineer. You don't need to write the code, but you do need to credibly speak to what you're selling.
San Francisco-based, or willing to relocate.
Benefits:
Compensation: $320–400k OTE (base + commission)
Comprehensive health, dental, and vision insurance for you and all your dependents
Retirement benefits: US: 401(k) plan with 4% matching
4 months of paid parental leave
Unlimited PTO policy (with minimum 5 days PTO / quarter!)
About this listing
LAYIQ is an independent job-discovery service. This listing does not imply a partnership with or endorsement by the employer. Review the original posting for current details and availability.
