You sell the workload, not the SKU. Enterprises buy a production outcome — an AI contact center, a SOC/NOC agent, global communications, connected mobility, enterprise inference — that runs on Telnyx primitives. You lead with the outcome, not the product menu.
The Pod Model
Enterprise AE — owns the named-account list, builds the executive relationships, gets in the room, runs commercial qualification and close, expands the account.
Forward Deployed Engineer — owns technical discovery, designs the architecture, builds the proof of concept when one is required, gets the first workload live, clears blockers and finds the next workload.
What You'll Do
• Own 30–40 named enterprise accounts in US Central, narrowing to about 10 Tier 1 accounts, each worth $1M+ in annual potential
• Write a workload thesis for every Tier 1: the specific production outcome, who owns it, what it's worth, and what has to be true to win it
• Get in the room with CIOs, CTOs, VPs of Engineering, and the line-of-business owners who actually hold the budget
• Run the full cycle alongside your FDE — prospect, qualify, design the commercial architecture, negotiate, close
• Agree the commercial destination before any custom work begins. No free discovery, no free development.
• Hold the line on POC discipline: named executive sponsor, written success criteria, production pricing already discussed, a decision date, and a signed commercial document. POCs end in production or they end.
• Expand the account — one workload becomes three, one $500K customer becomes a $2M customer
• Forecast accurately and keep the pipeline clean. No surprises.
What We're Looking For
• 5+ years of enterprise sales experience selling CPaaS, UCaaS, CCaaS, telecom, or AI/ML platforms
• Consistent overachievement against a seven-figure quota, with individual deals over $1M
• Credible with executive and technical buyers alike — you hold your own in the boardroom and in the architecture review
• Hunter mentality. You build your own pipeline and you like doing it.
• Consultative selling range: you can build the ROI case for a CFO and the technical case for a VP of Engineering, and hold your ground against Twilio and Vonage
• Disciplined with a methodology (MEDDPICC, Challenger, SPIN) and with the stack (Salesforce, Outreach, Gong)
• Excellent written and verbal communication. You listen before you pitch.
• Willing to travel across US Central to meet customers in person
Bonus Points For
• Fortune 500 or large-enterprise new-logo experience in the US Central market
• Complex sales cycles involving RFPs and competitive bake-offs, plus procurement, security, and legal review
• Working knowledge of SIP trunking, number provisioning, carrier networks, or AI/ML infrastructure
• Established relationships in the US Central enterprise ecosystem — energy (ExxonMobil, Chevron, ConocoPhillips, Halliburton), logistics (American Airlines, Southwest, FedEx, UPS), healthcare (HCA Healthcare, Baylor Scott & White, Tenet), financial services (USAA, Charles Schwab), or Houston/Austin/Chicago/Denver markets
