Original job description
About Build
Build is a cloud platform for teams who want to ship product, not manage infrastructure.
We’re a full-stack PaaS platform, inspired by Heroku but with the depth teams need as they scale. Unlike most in the space we own the stack from bare metal through to the platform layer, giving us control over performance, reliability, and cost in a way most platforms can’t.
Our customers are engineering-led SaaS teams who have hit the limits of their current setup - whether that’s Heroku becoming restrictive, AWS becoming complex, or costs getting out of control. At Build they get effortless deployment, fully featured environments out of the box and predictable pricing all without ever needing to add infrastructure overhead. For our customers, the pain is already there - you’re helping provide teams with a solution to act on, not convincing them it exists.
We have a full-featured product, customers that have been with us for 3+ years and a strong stability track record. 2026 is about pressing the accelerator and this role is at its core.
The Role
You’ll own the front of the sales cycle: combining targeted outreach with opportunities generated through our network, alongside discovery and demos. We’re well-connected across the global SaaS landscape, and you’ll work those relationships while building new ones to create a strong, repeatable pipeline.
This is not a traditional AE role. You’re not stepping into an established pipeline or following a defined playbook. You’ll be a core part of building how we sell.
You’ll work closely with the VP Sales on every deal. You’ll lead the early cycle, but have support where it matters - commercial structure, negotiation, and closing.
What You’ll Do
Identify and prioritise high-quality target accounts based on our ICP
Develop thoughtful, relevant outreach that earns a response from technical buyers
Run discovery to understand customer pain and map it to what Build solves
Deliver technical demos to audiences ranging from engineers to CTOs, adjusting your approach to establish trust across that range
Drive deals forward by removing risk, maintaining momentum, and helping customers get comfortable making a change to the foundations of their business
Own your pipeline end-to-end: know what’s live, what’s stuck, and what needs to happen next
Act as a key interface between customers and product, surfacing patterns that shape our roadmap
Help turn what works into a repeatable motion - messaging, positioning, and process we can scale
What We’re Looking For
4-7 years in a full-cycle sales role selling developer tools, cloud infrastructure, or similar
Experience owning pipeline - not just closing inbound or working SDR-generated deals
Technically credible - able to have a real conversation about deployment, containers, CI/CD, and environment management
Comfortable discussing tradeoffs between different approaches (e.g. IaaS vs PaaS) and guiding technical buyers toward a decision
Has operated in ambiguity before - ideally as an early sales hire or in a role where you had to build your own structure
Strong written communication - able to write clearly, concisely, and with relevance to a technical audience
Genuinely curious about how things work - you’re not just trying to get through the call and close the prospect, you’re constantly working to develop a picture of the full space.
What This Role Is (and Isn’t)
This is:
A builder role - you’re helping define how we go to market
A technical sale - you’re speaking directly to engineers and infrastructure decisions
A high-ownership position - you run your pipeline and your deals
This is not:
An inbound-heavy role with marketing-generated pipeline
A highly structured sales environment with a defined playbook
A non-technical SaaS sale focused on business buyers
What Would Make You Stand Out
Have sold to technical founders or engineering leaders at SMB SaaS companies
Background in Solutions Engineering or similar and now ready to own the whole pipeline
Personal experience using cloud platforms or building side projects
Strong opinions on what good outreach looks like, with examples to back it up
Experience selling migration or “switch” decisions where risk and complexity matter
Hiring Process
We’ll review all resumes and reach out to successful candidates to start the following process:
Initial conversation to align on background and role fit
A short outreach exercise (how you would approach a target account)
A mock demo or working session to see how you communicate with a technical audience
Final interview with leadership
Compensation
Compensation based on experience & location
OTE $140,000-$175,000 (Base $80,000-$110,000 + variable)
Location
Remote, global. Primary working hours should overlap with North America.
