Founding AE Role

## About Omnistrate [Omnistrate](https://omnistrate.com/) helps software and AI companies deliver their products as enterprise-grade, fully managed services across public clouds, private clouds, and customer VPCs—without the complexity of building and operating the underlying infrastructure themselves. **Our vision:** We help modern software and AI companies deliver their products across public cloud, private cloud, customer VPCs, and increasingly complex enterprise environments without having to build and maintain the underlying deployment and operations infrastructure themselves. Founded by [Kamal Gupta](https://www.linkedin.com/in/kkgupta2/) and [Alok Nikhil](https://www.linkedin.com/in/nikhilalok/), who previously built and led large-scale cloud infrastructure, Omnistrate was born from firsthand experience with the challenges of deploying and operating software in customer-controlled environments. Our mission is to help the next generation of software and AI companies build the next MongoDB Atlas, Snowflake, and Databricks by handling the infrastructure complexity behind the scenes. We're a small, highly technical team entering our next stage of growth, where every hire has a meaningful impact on the company's trajectory. Joining Omnistrate means working directly with the founders and sales leadership to shape our positioning, identify the strongest markets, and build a repeatable enterprise go-to-market motion from the ground up. ## The Opportunity This is an opportunity to become one of the foundational members of the Omnistrate sales organization. This is not a traditional AE role where you inherit a mature territory, established playbook, large SDR organization, and predictable stream of opportunities. You'll work directly with our CEO, founders, technical team, and BDR to win strategic enterprise customers while helping build the sales motion that will take Omnistrate through its next phase of growth. You'll own opportunities from initial discovery and qualification through technical validation, commercial negotiation, and close. Our BDR will help create opportunities, but we expect our AEs to actively develop their territory, create pipeline, build executive relationships, and open strategic accounts themselves. The right person will be equally comfortable discussing Kubernetes and infrastructure architecture with engineering teams and building a business case with an executive buyer. You'll also play an important role in helping Omnistrate transition from founder-led selling toward a repeatable and scalable enterprise sales model. ## **What You’ll Do** * Own the complete enterprise sales cycle from initial discovery through close. * Build and manage a focused portfolio of high-value target accounts. * Partner with our SDR to convert outbound engagement into qualified enterprise opportunities. * **Create your own pipeline** through targeted account development, executive relationships, partners, events, and your professional network. * Sell to CTOs, VPs of Engineering, platform engineering, DevOps, infrastructure leaders, and business executives. * Develop compelling business cases around accelerating customer deployments, reducing operational complexity, and enabling new enterprise revenue. * Navigate complex technical evaluations involving cloud infrastructure, Kubernetes, security, networking, and customer-controlled environments. * Establish clear success criteria and commercial outcomes for technical evaluations and POCs. * Work closely with founders and engineering during strategic opportunities without becoming dependent on founder-led selling. * Build multithreaded relationships across technical, economic, and executive buyers. * Develop account plans and identify expansion opportunities as customers deploy Omnistrate more broadly. * Maintain disciplined qualification, opportunity management, forecasting, and pipeline hygiene. * Bring customer and market feedback into the company to improve our product, positioning, ICP, and GTM strategy. * Help develop the messaging, qualification methodology, sales process, and playbooks that future Omnistrate sellers will use. ## **What We’re Looking For** * **The "Startup Mindset":** You are comfortable with ambiguity and have a strong bias toward execution. You prefer building the playbook to just reading one. * 6+ years of B2B technology sales experience, including meaningful enterprise sales experience. * Demonstrated success selling technical infrastructure, cloud, developer platforms, DevOps, Kubernetes, data infrastructure, or adjacent technologies. * Track record of closing complex six-figure enterprise transactions. * Experience selling into engineering organizations while developing executive-level business relationships. * Strong discovery skills and the ability to translate highly technical capabilities into measurable business outcomes. * Experience managing technical evaluations, pilots/POCs, procurement, security reviews, and multiple stakeholders. * A **builder mentality**—you are comfortable operating in an early-stage environment where the playbook is still being created. * Demonstrated ability to create pipeline rather than relying primarily on inbound leads, SDRs, or an established territory. * Strong account planning, qualification, negotiation, and forecasting discipline. * Intellectual curiosity and the ability to quickly understand complex technology and customer environments. * Strong sales judgment—you know when to pursue an opportunity aggressively and when to qualify out. * Collaborative style and willingness to work directly with founders and technical teams. ## You'll Thrive Here If You enjoy building as much as selling. You're comfortable when every answer isn't already in a sales playbook. You can open doors yourself, run disciplined enterprise sales cycles, and bring technical and executive stakeholders together around a compelling business outcome. You want to help build the sales organization—not simply inherit one. ## What Success Looks Like **First 90 days:** You'll develop a strong understanding of Omnistrate's technology, customers, ICP, competitive landscape, and existing sales motion. You'll build relationships with key prospects and customers, establish a focused target-account strategy, and begin developing qualified enterprise pipeline. **First 6 months:** You'll be independently running complex enterprise opportunities, consistently creating pipeline, converting technical evaluations into commercial opportunities, and helping refine Omnistrate's enterprise sales process. **First year:** You'll consistently create and convert enterprise pipeline, close strategic new customers, develop expansion opportunities within existing accounts, and help establish a repeatable enterprise sales motion that Omnistrate can scale. Most importantly, you'll help demonstrate that Omnistrate can successfully evolve from founder-led selling into a scalable enterprise sales organization. ## Compensation * Pay: as mentioned below * OTE: TBD (generally inline with the pay) * Equity: TBD Visa sponsorship is not available for this role.