Company description

Memori Labs is building enterprise memory layer for AI. LLM apps and agents keep learning the same facts, burning tokens and time, and producing answers you can’t audit. Memori is the memory fabric for AI—a SQL-native, governed memory layer where products learn once from truth sources and answer from memory first. We’re building the LLM-agnostic backbone that makes AI fast, affordable, consistent, and verifiable in production. We are looking for our first sales hire and turn early traction into a repeatable, scalable enterprise motion. You’ll originate and close our first wave of lighthouse customers, shape the sales playbook, and partner with founders, product, and the Head of Growth to define the category: memory-first AI.

Role description

We are seeking a Head of Sales for a full-time position reporting directly to the CEO. In this role, you will lead the sales team, develop and implement strategic sales plans, establish and manage client relationships, and drive the overall revenue growth for Memori Labs. You will oversee account management, manage high-level sales negotiations, and support team development to reach and exceed sales targets.

What you'll own

• Full-cycle enterprise sales: Prospect → qualify → discovery → demo → proof/pilot → commercial/InfoSec/Legal → close → handoff.
• Pipeline & territory: Build and prioritize target lists (VP Eng, Head of Platform, Head of AI/ML, CIO/CISO), run focused outbound, and level up inbound.
• Sales playbook: Craft talk tracks, competitive positioning (vs. RAG/vector/model memory), MEDDICC/BANT, ROI narratives, and objection handling. Build and tailor proposals, align stakeholders (Eng, Data, Security, Finance), and navigate procurement.
• Pilot → production conversion: Design and run structured, time-boxed pilots with clear success criteria (hit-rate, $/answer, p95, lineage sign-off). Scope and manage pilots: define success criteria, align on data access (allow-listed SQL, connectors), and drive to decision. Run thoughtful discovery around context/memory, governance, and cost/latency; map pain to Memori’s value.
• Deal architecture: Pricing/packaging guidance (usage + enterprise add-ons), proposals, MSAs, DPAs, security questionnaires, and procurement paths. Deliver compelling, technical demos (with a Solutions Engineer/Founder) that show “memory-first” economics and “why” receipts.
• Forecast & instrumentation: Own CRM hygiene, forecast accuracy, and deal reviews; partner with Growth on dashboards and attribution. Maintain tight, honest forecasts; contribute competitive intel and win/loss feedback to product and growth.
• Partner/marketplace motion: Work with cloud marketplaces/SIs and early OEM prospects; help shape co-sell/enablement.

Qualifications

• 5–10+ years closing complex B2B/infra or data/AI platform deals, selling to VP Eng/Head of Platform/Head of AI/CIO/CISO.
• Proven 0→1 seller: you’ve been the first or among the first reps and built pipeline from scratch (outbound + self-generated).
• Comfortable with technical depth (RAG/vector DBs, data lakes/warehouses, governance/security) and translating it into executive-level value.
• Fluency in a qualification framework (MEDDICC, BANT, SPICED, etc.) and habitually run structured pilots/POCs to a decision.
• Builder’s mindset: you write your own emails, refine talk tracks, and help shape pricing/packaging and the product roadmap.
• Crisp communicator, low-ego collaborator, and relentless about follow-through.
• Networks in SaaS/Fintech/Enterprise platform or CX/RevOps buyers.
• Experience with cloud marketplaces (AWS/Azure/GCP) and/or SI/OEM motions.
• Familiarity with AI/ML, data infrastructure, RAG/vector DBs, privacy/compliance sales cycles.
• Prior success closing six- and early seven-figure multi-stakeholder deals.

Memori Labs is proud to be an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, genetic information, or other applicable legally protected characteristics.