Job description

Own the enterprise sale. Create your own pipeline. Help build the GTM playbook for the next generation of enterprise AI. About Shelf Everyone is talking about agentic AI. One problem: nobody is handing the keys to an agent that still guesses. One hallucination in a 20-step workflow, and everything breaks. The real bottleneck isn't the model. It's deterministic answers. Deterministic answers require an enterprise knowledge vault. We've spent the last eight years building exactly that. Now we're building the rest of the stack. What You'll Do Create Your Own Pipeline — Identify the right accounts, find the right people, and create opportunities through thoughtful, persistent outreach. Hunt the ICP — Develop a deep understanding of Shelf's ideal customer profile and continuously find new companies, teams, and use cases that fit it. Get in the Room — Attend industry conferences, host dinners and events, build relationships, and find creative ways to get in front of the people we should know. Run Modern GTM — Use the latest AI tools, data, and GTM strategies to make prospecting smarter, faster, and more effective. Own the Sale — Run the full enterprise sales cycle from first touch through discovery, evaluation, negotiation, and close. Ideal Candidate 6+ Years of Experience — You have 6+ years of quota-carrying experience selling B2B SaaS, ideally in fast-growing startup environments. Full-Cycle Seller — You're comfortable owning the entire sales process, from sourcing and outreach through discovery, negotiation, and close. Highly Organized — You can manage multiple complex accounts, stakeholders, and opportunities without letting details or follow-ups slip. Great Communicator — You're a compelling speaker who can command a room, build trust quickly, and communicate clearly with everyone from practitioners to C-level executives. AI-Native — AI is already part of how you work. You actively use the latest tools to research accounts, prospect, prepare, communicate, and sell more effectively. Startup-Minded — You've sold SaaS in startup environments and know how to operate without a fully built playbook. Experience selling AI products is a strong bonus. Why Join Shelf Build the Future of Enterprise AI — Help define how AI-native companies will operate over the next decade. Start With an Eight-Year Head Start — We've spent the last eight years becoming a leader in enterprise AI knowledge. Now we're building the next chapter. Sell Something That Matters — The biggest barrier to enterprise AI isn't another model. It's whether companies can trust the answers their AI produces. Help Build the Machine — Do more than hit a number. Help shape how we find customers, how we sell, and how our enterprise GTM organization scales. Accelerate Your Career — You'll wear more hats, own more problems, and get more exposure in a year than most people get in several. There are very few places where you'll learn this much, this quickly. Compensation & Benefits $300k On-Target Earnings (OTE) — $150,000 base salary + $150,000 target commission. Quarterly Commission — Variable compensation paid quarterly based on performance. Meaningful Equity Ownership — Stock options that give you a stake in the value you help create. Flexible PTO — Take the time you need to recharge.

Requirements

Must-haves

Own the enterprise sale. Create your own pipeline. Help build the GTM playbook for the next generation of enterprise AI.
Create Your Own Pipeline — Identify the right accounts, find the right people, and create opportunities through thoughtful, persistent outreach.
Hunt the ICP — Develop a deep understanding of Shelf's ideal customer profile and continuously find new companies, teams, and use cases that fit it.
Get in the Room — Attend industry conferences, host dinners and events, build relationships, and find creative ways to get in front of the people we should know.
Run Modern GTM — Use the latest AI tools, data, and GTM strategies to make prospecting smarter, faster, and more effective.
Own the Sale — Run the full enterprise sales cycle from first touch through discovery, evaluation, negotiation, and close.
Ideal Candidate
6+ Years of Experience — You have 6+ years of quota-carrying experience selling B2B SaaS, ideally in fast-growing startup environments.
Full-Cycle Seller — You're comfortable owning the entire sales process, from sourcing and outreach through discovery, negotiation, and close.
Highly Organized — You can manage multiple complex accounts, stakeholders, and opportunities without letting details or follow-ups slip.
Great Communicator — You're a compelling speaker who can command a room, build trust quickly, and communicate clearly with everyone from practitioners to C-level executives.
AI-Native — AI is already part of how you work. You actively use the latest tools to research accounts, prospect, prepare, communicate, and sell more effectively.
Why Join Shelf
Build the Future of Enterprise AI — Help define how AI-native companies will operate over the next decade.
Start With an Eight-Year Head Start — We've spent the last eight years becoming a leader in enterprise AI knowledge. Now we're building the next chapter.
Sell Something That Matters — The biggest barrier to enterprise AI isn't another model. It's whether companies can trust the answers their AI produces.
Help Build the Machine — Do more than hit a number. Help shape how we find customers, how we sell, and how our enterprise GTM organization scales.
Accelerate Your Career — You'll wear more hats, own more problems, and get more exposure in a year than most people get in several. There are very few places where you'll learn this much, this quickly.
Compensation & Benefits
$300k On-Target Earnings (OTE) — $150,000 base salary + $150,000 target commission.
Quarterly Commission — Variable compensation paid quarterly based on performance.
Flexible PTO — Take the time you need to recharge.

Nice-to-haves

Startup-Minded — You've sold SaaS in startup environments and know how to operate without a fully built playbook. Experience selling AI products is a strong bonus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

airest

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Pto