What are the responsibilities and job description for the Founding AE position at Natoma?
About Natoma
At Natoma, we’re building the Hyper Intelligence layer—the secure foundation for the AI-native enterprise. Our platform enables organizations to safely connect AI systems and autonomous agents to their data, tools, and workflows with enterprise-grade control, governance, and observability. This empowers enterprises to unlock productivity, accelerate innovation, and fuel smarter decisions at scale.
Natoma’s Managed MCP Platform removes barriers to adopting AI-native systems by handling identity, authorization, and context governance—all while preserving security and compliance. We’re early, ambitious, and scaling fast. As our first full-cycle sales hire, you’ll help define how Natoma brings transformative technology to the world’s largest organizations.
What You’ll Do
As a founding member of our Go-to-Market (GTM) team, you’ll be integral to defining and executing our commercial success.
We are looking for a foundational sales leader who possesses the following attributes:
At Natoma, you’ll join a small, high-impact team at the intersection of enterprise software and next-generation AI infrastructure. You’ll work closely with leaders experienced in building world-class platforms and will shape how Natoma scales its go-to-market engine.
Benefits:
At Natoma, we’re building the Hyper Intelligence layer—the secure foundation for the AI-native enterprise. Our platform enables organizations to safely connect AI systems and autonomous agents to their data, tools, and workflows with enterprise-grade control, governance, and observability. This empowers enterprises to unlock productivity, accelerate innovation, and fuel smarter decisions at scale.
Natoma’s Managed MCP Platform removes barriers to adopting AI-native systems by handling identity, authorization, and context governance—all while preserving security and compliance. We’re early, ambitious, and scaling fast. As our first full-cycle sales hire, you’ll help define how Natoma brings transformative technology to the world’s largest organizations.
What You’ll Do
As a founding member of our Go-to-Market (GTM) team, you’ll be integral to defining and executing our commercial success.
- Build Pipeline and Generate Demand
- Identify and engage senior business and technical leaders at Fortune 500 and high-growth enterprises.
- Drive outbound prospecting, account research, and tailored outreach.
- Lead the Full Sales Process
- Qualify opportunities, run discovery conversations, manage demos, negotiate commercial terms, and close deals.
- Partner closely with Natoma’s founders, product, and engineering teams to align customer feedback with product strategy.
- Evolve our Commercial Playbook
- Shape our positioning, messaging, and sales motions based on real-world interactions and market insights.
- Develop repeatable strategies that lay the foundation for a scalable, enterprise-level GTM engine.
- Represent Natoma Externally
- Serve as a confident ambassador of Natoma at industry events, executive meetings, and analyst briefings.
We are looking for a foundational sales leader who possesses the following attributes:
- A hunter at heart: You thrive on outbound pursuit, persistence, and creative strategies to break into new accounts.
- Proven in early-stage sales: You have 4 years of experience owning parts of or entire sales cycles in high-growth SaaS, infrastructure, or security-focused organizations.
- Customer-centric and consultative: You are as comfortable speaking with technical teams as with executives—listening deeply and translating needs into value.
- Clear, compelling communicator: Your messaging resonates across email, decks, demos, and executive presentations.
- Product curiosity: You enjoy learning complex technology, especially in AI, security, and enterprise integrations, and explaining it clearly to customers.
- Experience selling developer platforms, security, or enterprise infrastructure
- Existing relationships within enterprise IT or AI adoption functions
- Track record of closing six-figure deals in an early-stage environment
- Familiarity with using AI tools to enhance prospecting and outreach
At Natoma, you’ll join a small, high-impact team at the intersection of enterprise software and next-generation AI infrastructure. You’ll work closely with leaders experienced in building world-class platforms and will shape how Natoma scales its go-to-market engine.
Benefits:
- Competitive salary equity
- Generous PTO and parental leave
- Best-in-class tooling and support
- Comprehensive health benefits