Narwhal Labs
Enterprise AI GTM
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About Narwhal
Narwhal Labs is a Bristol-based agentic AI company building DeepBlue OS — an autonomous communications platform that handles voice, SMS, email, and WhatsApp for SMB and enterprise clients. We are Series A stage, around 40 people, ISO 27001 and SOC 2 aligned, with strong investor backing and real commercial momentum — including a live enterprise trial that will determine our path to a 100,000+ SMB rollout.
Role Purpose
Lead technical sales for Narwhal's enterprise B2B AI SaaS GTM motion — a sales-first role that requires genuine technical depth. You'll manage a team of Sales Engineers/Technical Sales Executives while owning technical GTM strategy and complex enterprise deal support, and you'll need to be credible one-on-one with a prospect's CTO or engineering leadership — able to speak knowledgeably about how the platform actually works, not just sell the outcome.
Key Responsibilities
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- Manage and develop the technical sales team (Sales Engineers/Technical Sales Executives) supporting our enterprise B2B AI SaaS GTM motion
- Own technical sales strategy for enterprise B2B AI SaaS deals: POC methodology, demo standards, RFP process
- Act as senior technical escalation point on complex or high-value enterprise deals, including direct, credible conversations with prospects' CTOs and technical leadership
- Partner with Sales, Product, and Engineering leadership on enterprise deal strategy and roadmap input
- Build scalable technical pre-sales processes as the enterprise B2B AI SaaS team grows
- Represent technical sales in enterprise GTM leadership planning
- Own hiring, coaching, and performance management for the technical sales team
Requirements
- 5+ years in technical sales, sales engineering, or solutions consulting within enterprise B2B AI SaaS, including people management experience
- Track record supporting/closing complex, technical enterprise B2B AI SaaS deals
- Strong technical credibility — able to hold your own in a conversation with a CTO or engineering leader and speak knowledgeably about platform architecture, not just features
- Strong stakeholder management across sales, product, and engineering
- Experience building or scaling a technical pre-sales function in an enterprise B2B AI SaaS environment
- Comfortable operating at both strategic and hands-on technical level
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Nice to Have
- Familiarity with LLMs/AI infrastructure
- Experience selling enterprise B2B AI SaaS into regulated sectors
- Experience at an enterprise B2B AI SaaS scale-up (sub-100 headcount)
Compensation
- Base: £80,000–£95,000 DOE
- OTE: Genuinely uncapped
Reports to
Global Head of GTM
Location
Travel to our Bristol Office when required (open to remote UK)
Type
Permanent, full-time
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