Role: Head of Sales
Location: Remote in USA or Europe, near a major airport / transportation hub
Company Overview
At Atym, our mission is to make it as easy to develop and securely deploy apps for billions of resource-constrained edge devices as it is in the cloud. Our SaaS-based management and orchestration solution extends the cloud development experience to edge devices that don’t have the resources to run Linux-based containerization technologies such as Docker and Kubernetes.
Our customers are OEMs and end users that are building and deploying connected devices and edge infrastructure increasingly software-defined and powered by AI. These devices include sensors, controllers, IoT gateways, cameras, vehicles, drones, robots and appliances that need to be continuously updated as AI models evolve and new security and regulatory challenges emerge. We also provide customers with a significant reduction in engineering friction and cost compared to traditional embedded development.
The Atym orchestration hub works in concert with our device runtime that is based on the open source Ocre project in the Linux Foundation. Built with WebAssembly and Zephyr, Ocre supports OCI-type application containers in a footprint up to 2000x lighter than Linux-based container runtimes such as Docker. By collaborating with the open source community, we aim to make the Ocre container format the defacto standard for devices with as little as 1MB of memory.
Join our fast-paced, growing team as we revolutionize the embedded space and bring the power of the cloud to billions of devices in the physical world!
Role
As our Head of Sales,you will be responsible for the company’s sales and business development activities. You will collaborate closely with the company founders and our partners to build a robust pipeline of opportunity and successfully meet and exceed our sales plans. You must be a self-starter and be able to work independently. This position is fully remote; US or European time zones and proximity to a major transportation hub are preferred.
Responsibilities
- Identify and qualify new business opportunities with connected product OEMs and end users by mapping customer needs to use cases, networking, and attending industry events
- Present and demonstrate our solution to customers spanning decision makers and influencers from the C-suite to developers
- Negotiate pricing, contracts, and terms of sale to close deals and secure new business opportunities, while ensuring profitability and customer satisfaction
- Achieve and exceed sales targets and performance metrics through effective pipeline management, accurate forecasting, and regular reporting on sales activities, opportunities, and results
- Build and maintain strong relationships with existing and potential customers, providing ongoing support, troubleshooting assistance, and addressing any concerns or issues that may arise
- Stay up to date with industry trends, competitors, and new technologies to anticipate customer needs
- Assist in the development of go-to-market strategy, marketing campaigns, and collateral
- Relay product input from customers to engineering
Requirements
Minimum qualifications:
- Bachelor’s degree in Computer Science, Computer Engineering, Electrical Engineering, or related technical degree. Other backgrounds will be considered with appropriate work experience.
- Minimum of 5 years experience in B2B SaaS software sales
- Experience selling software in the embedded computing, edge, IoT and/or industrial space; experience with selling embedded hardware a plus
- Excellent negotiation skills and a proven track record of exceeding sales targets
- Ability to effectively communicate technical concepts to a non-technical audience
- Experience with CRM tools such as HubSpot for pipeline management, sales forecasting and reporting
- Proven problem-solving and analytical skills
- Self-motivated and driven, while also being a team player
- Strong organization and time management
- Excellent communication skills and ability to build rapport with customers
- Ability to travel up to 25% of the time
Additional/Preferred qualifications:
- Established relationships with connected solution OEMs (e.g. Emerson, Schneider Electric, Siemens, Honeywell, John Deere, Whirlpool) and/or IoT solution providers
- Experience working in industry verticals such as manufacturing, energy, retail and transportation
- Experience working for an early-stage startup
- Working knowledge of cloud, containerization, and cybersecurity principles
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
