Head of Sales, AssemblyAI
Digital Native
$350-450k
OTE
OTE including base salary and commission
Speech AI models to automatically recognize and understand speech
Be an early applicant
Speech AI models to automatically recognize and understand speech
21-100 employees
Be an early applicant
$350-450k
OTE
OTE including base salary and commission
21-100 employees
Company mission
To create new, superhuman Speech AI models that will unlock entirely new classes of applications and products to be built leveraging voice data.
Role
Who you are
- 8+ years in technical sales with 4+ years leading sales teams, including experience managing managers
- A track record of scaling a sales org through a step change in headcount - you have hired and ramped 10+ reps and built the management layer underneath you, not inherited it
- Experience selling infrastructure, APIs, or developer platforms to engineering and product buyers; ideally in a usage-based or consumption pricing model
- Fluency with a product-led, bottoms-up motion that layers a sales team on top of self-serve adoption without breaking what already works
- Technical credibility - comfortable discussing API architectures, model accuracy tradeoffs, latency, and deployment options directly with engineers and CTOs
- Demonstrated ability to design territories, quotas, and comp plans that drive the right behavior, and to run a forecast leadership can rely on
- A recruiting instinct - you carry your own network, you close candidates, and you hold a high bar under pressure to fill seats
- High urgency and comfort with ambiguity; this segment and its product lines are changing quickly and the playbook is being written as you scale
- A willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites
What the job involves
- We're looking for a Head of Sales, Digital Native to build and lead the sales organization covering the fastest-growing segment of our business: digital native and AI-native companies building on voice
- Today this is a small, high-performing team selling into a targeted list of the best accounts building with voice
- You will scale it into a multi-layer organization of Account Executives and the front-line managers who lead them, while growing revenue across AssemblyAI's Voice AI models, orchestration like our Voice Agent API, and LLM Gateway
- This is a builder's role, not a caretaker's
- You will own the hiring bar, the org design, the territory and target account model, the comp plans, and the operating cadence for the segment
- You will personally recruit and develop the first wave of front-line managers, and you'll be accountable for making a scaling AE org productive fast - not just filling seats
- You'll report to the VP of Customer Solutions and work in tight partnership with Applied AI Engineering, Forward Deployed Engineering, Marketing, Engineering, and Research
- Our motion is technical, product-led, and evaluation-driven: customers choose us because we win benchmarks and ship the best customer experience
- Your team's job is to get in front of the right builders early, build relationships, get them to run an evals, and convert wins into production usage that compounds
- Build and lead the digital native sales organization - scaling from a small team of AEs and BDRs today to a larger sales org within the next year
- Own the land number for the segment, focusing on bringing in net new customers and helping them scale up their usage in production
- Hire, onboard, and develop front-line managers; establish the bar, the interview loop, and the ramp plan that make new AEs productive in weeks rather than quarters
- Design the segment's coverage model - territories, target account tiers, and specialization across a large digital native account list where every company has a real production voice use case
- Build the operating system for the team: forecasting, pipeline inspection, deal reviews, quota and comp design, and the metrics that tell you early whether the org is on track
- Partner with Applied AI Engineering and Forward Deployed Engineering on the eval-to-production motion, so technical wins convert into deployed, growing usage
- Work with Engineering, Research, and Marketing to shorten the time from product launch to real revenue
- Drive an outbound-first culture where pipeline is created, not waited for, and where outreach earns replies through custom benchmarks, competitive insight, and use-case-specific demos
- Represent the digital native voice of the customer to the leadership team and shape go-to-market strategy as new products launch
Our take
Audio has become central to many products on the internet, from the explosive uptake of Zoom to the inclusion of audio and video messaging features on dating apps. In this vein, AssemblyAI has developed AI models for transcribing, understanding and analyzing audio and video data.
Between the summers of 2021 to 2022, AssemblyAI saw the number of developers building with its APIs grow by over 1000%, with customers ranging from start-ups like Veed to global enterprises including NBC Universal and Spotify. Coupling this with a strong in-house pedigree - from the likes of DeepMind, Google Brain and Meta AI - AssemblyAI has built the foundations for a very exciting future.
And with impressive funding under its belt, the company is scaling up its efforts, accelerating its product roadmap, whilst building an even better AI infrastructure to speed up AI research and inference engines.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Dec 2023
$50m
SERIES C
Jul 2022
$30m
SERIES B
Total funding: $113.2m
Company benefits
- Home office stipend: We invest in our people first and offer competitive salaries across all roles andEvery new team member gets U$1,000 to improve their home office. We want to make sure everyone has the setup to do their best work. locations
- Equity: We want our team members to have skin in the game and an opportunity to see long-term returns on the hard work they are putting in. To that end, every team member receives a generous equity grant
- Premium benefit offerings: We offer premium medical, dental, and vision plans and cover up to 100% of the premiums for both the employee and their family. We also offer opportunities to contribute to an HSA or FSA, short-term and long-term disability coverage, and life insurance
- Unlimited PTO: We offer a flexible PTO policy to all team members and encourage everyone to take time off to recharge, do something fun, and spend time with loved ones
- Team offsites: We have team and company-wide retreats in amazing locations to give everyone an opportunity to meet in person, collaborate, and build working relationships that make us a better team
- Global remote team: We hire the best person for the job, regardless of location. Our remote-first culture allows team members to make an impact from anywhere in the world
- Diversity and inclusion: We celebrate diversity and are committed to creating an inclusive environment for all employees. We are proud to be an equal-opportunity workplace
- Flexible schedule: Strong teams are built on mutual trust and accountability. We believe in giving our team members ownership over their work and a flexible schedule to allow them to operate at their highest potential
Company HQ
Inner Sunset, San Francisco, CA
Leadership
Dylan Fox
(Founder & CEO)Previously founded and acted as CEO for YouGive1. Experience as Senior Software Engineer for Cisco and as a Lead Research Assistant for NDP Consulting.
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