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San Francisco, California, United States
Hybrid
Exa sells a technical product to technical buyers, through a technical sales motion. Our AEs need to speak fluently about the product and our FDEs need enablement that matches their skill level and doesn't waste their time. You're the person who makes both of those true.
You'll own technical enablement for the entire GTM org, both onboarding and everboarding. For FDEs, that means staying genuinely technical: demo excellence, POV/POC process, and raising the bar on what "good" looks like. For AEs, it means taking that same technical depth and translating it into something a seller can actually use as they navigate conversations with technical audiences, without losing the substance that makes it credible.
This role reports into the Head of Revenue Enablement. We're building the enablement function from the ground up with a focus on scale. We're growing the GTM sales team quickly, so early months are about building the onboarding infrastructure at the same time you're running it. Built so it scales, stays repeatable, and keeps improving.
Design and run technical onboarding for new AEs and FDEs - sessions, materials, and assessments built from scratch so new hires ramp with real fluency, not just familiarity
Own ongoing (everboarding) enablement: product training, update briefings, and skill-building tied to real deal scenarios
Turn new platform capabilities into field-ready content within days of launch including translating technical features to value based narrative, technical objection handling, quick-reference guides, and demo scenarios across industries and personas
Coach technical sellers on demo delivery through practice sessions and office hours
Build and maintain a library of enablement content: demo guides, technical objection handling, competitive positioning, hands-on labs, reference material for both technical and sales audiences
Build the infrastructure that scales enablement without you in the room: self-service resources, demo environments, content-freshness automation
Close the loop with product and product marketing by bringing back field signal on where sellers get stuck and what would unlock the next deal
Track content usage and session feedback so you know what's working and what to retire
Use AI tools to build smarter workflows and move faster, both in your own work and in what you build for the team
2-4 years in technical enablement, solutions engineering, sales engineering, technical training, or another role enabling technical seller personas
Strong technical aptitude and curiosity. You don't need to be an engineer, but you're comfortable going deep on a complex product and turning that into accurate, credible enablement
Comfortable building things yourself: prototyping a demo, scripting an automation, standing up a lightweight tool. You don't need to ship production code, but you can hold your own with people who do
Proven ability to design and deliver training for both technical and sales audiences, and to translate between them
Hands-on experience using AI in your own work, with real opinions on where it helps and where it doesn't
A builder's instinct for scale - you'd rather build a system once than run the same sessions manually forever
Comfortable being one of the founding enablement hires - no playbook to inherit, building from scratch, moving fast
Experience building with LLM APIs or agent frameworks (tool use, MCP, etc.), beyond just prompting
Experience delivering live technical training to mixed technical/non-technical audiences
Familiarity with vector search, embeddings, or neural search concepts
San Francisco (HQ) strongly preferred. Open to remote for the right candidate.
Exa is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, age, veteran status, marital status, pregnancy or related conditions, criminal histories consistent with applicable law, or any other basis protected by applicable law.
