HASH
Enterprise Sales Lead
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ABOUT HASH
HASH is building an open-source platform for structured knowledge and organizational decision-making. We turn information from databases, applications, documents, communications, sensors, and other sources into continuously updated knowledge and process graphs. From this shared model, organizations can analyze their operations, simulate possible futures, automate workflows, and give AI agents the context they need to act reliably.
Our mission [https://hash.ai/about/mission] is to solve information failure and enable everybody to make the right decisions. We work on difficult technical and commercial problems, including applications in regulated and safety-critical environments.
ABOUT THE ROLE
In the last few months we’ve seen significant growth and are now scaling. Today, our founder leads most discovery, demonstrations and commercial conversations. We’re hiring an Enterprise Sales Lead to learn that process alongside him, improve it and then own it.
You will take qualified meetings and inbound opportunities from first conversation to signed pilot or deployment. This is consultative, technical selling: prospects will rarely arrive with a perfectly formed requirement that matches a standard SKU. You will need to understand how an organization works, identify a process or decision where HASH could create measurable value, demonstrate the relevant parts of our platform and shape a focused engagement that can prove that value quickly.
At first, you’ll pair closely with HASH’s CEO, observing existing calls and progressively leading more of each opportunity. The objective is independence. Within months, you should be able to run ordinary discovery, demonstrations, commercial scoping and closing yourself, involving the founder, Solutions Lead or technical team only where their expertise or seniority materially helps.
REQUIREMENTS
- A record of personally closing complex, new-logo B2B technology deals, with a precise understanding of your own numbers and contribution
- Excellent discovery skills: curious, structured and willing to challenge a vague or low-value requirement
- The ability to learn a technically sophisticated product and explain it accurately to operators, technical teams and executives
- Experience developing a business case, pilot or proof of concept with a customer rather than selling only a fixed, familiar product
- Strong demonstration and presentation skills, without confusing presenting with selling
- Experience building champions, mapping buying committees and navigating security, procurement, legal and budget ownership
- Excellent written follow-up, proposal and mutual-action-plan skills
- Honest forecasting, commercial judgment and the ability to create momentum without close supervision
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Experience in enterprise AI, data infrastructure, analytics, simulation, digital twins or developer platforms is particularly relevant. So is selling into operationally complex industries or expanding an initial pilot into a larger software or services engagement. Excellent written and spoken English is essential; German or another European language is valuable (but not required).
WHAT YOU'LL DO
- Prepare for every opportunity by understanding the account, participants, likely operational problem and commercial context
- Lead discovery that identifies the real process, constraints, stakeholders, measurable consequences and decision path
- Qualify firmly, distinguishing genuine pilot opportunities from curiosity
- Build and deliver demonstrations around the prospect’s problem rather than giving generic product tours
- Translate HASH’s technical capabilities into a credible business case
- Work with the Solutions Lead to define focused pilots with clear hypotheses, scope, inputs, outputs, success measures and routes to expansion
- Build internal champions and multi-thread relationships across operational, technical, economic and executive buyers
- Own next steps, mutual action plans, proposals, negotiation, procurement, forecasting and close
- Coordinate technical and security input without outsourcing ownership of the deal
- Hand signed work to Solutions and delivery with promises, scope and commercial context intact
- Turn repeated objections and customer language into better demonstrations, collateral, outbound targeting, marketing and product decisions
- Build the sales playbook that future HASH sellers will use
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WHY HASH
- We've raised $5.5m+ from Silicon Valley VCs, and have contracted >$10m in revenue in the last 18 months. Our founding team have established and sold companies for tens of millions, hundreds of millions, and billions of dollars (including household names like Trello and Stack Overflow).
- Our platform is differentiated, open-source infrastructure rather than a thin wrapper around a commodity product.
- This role is working directly with the founder and the people building the technology.
- You'll be one of our first go-to-market hires, shaping the sales motion, positioning and markets from the beginning.
- Join at a moment of rapid growth, with outsized scope and influence.
- Be part of a high-agency team that cares about output, ownership and quality.
THIS ROLE IS PROBABLY NOT FOR YOU IF
- Your experience is limited to operating mature functions with established teams and processes.
- You want to oversee sales but do not want to sell personally.
- You need problems to be carefully defined before you begin working on them.
- You prefer consensus to making a timely decision.
- You want a narrow remit with predictable boundaries.
- You are not interested in understanding a deeply technical product.
- You simply want to scale an existing process, rather than develop, execute and iterate on strategy from the ground-up.
BENEFITS
A base salary will be offered of £80,000-110,000 in London.
Compensation in this role is extremely heavily performance-based, with generous equity/bonus offered in addition to the base salary, in order to align sales incentives.
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