The role
Fig sells a platform plus a deployment. The buyer is an operating executive who wants a result, not a seat license, and the sale is won by showing them exactly what will change in their business and who will make it happen. You own that motion: pipeline, process, pricing conversations, and the team that runs it.
You start as a seller with a quota and end as the leader of a small floor: account executives in the field hubs, an Applied AI Architect on the technical side of every deal, and a growth rep feeding the top of the funnel. The tooling and the reporting are yours to set up; there is no revenue operations team to hand it to.
What you'll do
- Carry a personal quota for the first year while you hire the first account executives, and keep selling the largest deals after.
- Define the sales process for a platform-plus-deployment offer: qualification, evaluation, pricing and the handoff to the deployment pod.
- Hire and coach account executives in Chicago, New York and Dallas, and set the bar for what a qualified opportunity looks like.
- Own the CRM, the forecast and the weekly pipeline review with the founders. Numbers, not narrative.
- Work with the Head of Deployment so what sales promises is what deployment delivers, every time.
What we look for
- Eight or more years selling software or services to operating executives, with at least two leading a team that hit its number.
- Has sold something that required an implementation, and knows how to sell the implementation as the reason to buy.
- Has built a sales process from scratch at a company under fifty people, and can say what they would skip the second time.
- Comfortable being both the best seller on the floor and the manager of it for a while.
- Writes a clear forecast and defends it.
Nice to have
- Experience selling into industrials, distribution, consumer brands or insurance.
- Time at a company where the product was deployed by a field team rather than switched on.
Location and travel
San Francisco, with the founders. Expect to travel about 40 percent to customers and to the field hubs.
About Fig
Fig's mission is to change how businesses operate. We build AI systems that run inside companies, on their data, their rules and their choice of models, and we deploy them with a team that stays until the work is running. More than 300,000 professionals in over 70 countries already work with Fig every day.
We are majority employee-owned. There is no outside board setting the pace and no fundraising cycle to perform for. We answer to our customers and to each other, and the people who build the company own it.
The team is small and talent-dense. We like people who are direct, who would rather ship than present, and who take a customer's problem personally.