- Base
- Not disclosed
- OTE
- $150K–$185K
- Posted
- 1mo ago
Still open · checked 2h agoon AirOps's careers page
The job
- What you'd do
- Join sales calls with brands to test which new products they want, then turn what works into training and playbooks for the sales team.
- What you'd sell
Helps brands get recommended by AI chatbots like ChatGPT
When a brand wants shoppers to find it, it has to be named in the answers AI chatbots like ChatGPT give. The problem is, if the chatbot never names the brand, buyers never hear about it. AirOps is software that helps brands get recommended in those AI answers, and its team also gets them mentioned on outside websites, so the chatbots start naming them.
In plain English, from their own job posts. Something wrong? Tell me · More Sales & marketing companies →
- Who you'd sell to
- Marketing teamsIn their words: “Experience working with marketing technology or selling to Marketing.”
- Where deals come from
- Not stated in the posting.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- OTE is listed. Ask what the base is.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Open 52 days. Ask why it's been hard to fill.
- Company hiring
- 5 sales roles open, hiring at a steady pace.
Red lights
- Time on market. Open 52 days. Ask why it's been hard to fill.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What's the base, and how is the rest paid out?
OTE without a base doesn't tell you what you can count on.
- 3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
- 5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
Got an offer from AirOps? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Full posting
ABOUT AIROPS
AirOps is the full-service platform for brand growth in the age of AI search. As consumers shift from traditional search engines to platforms like ChatGPT, Claude, and Gemini, the entire ruleset of growth is being rewritten. Buyers now rely on agents to discover, recommend, and purchase products and services for them. If your brand isn't part of the answer, you aren't in the running.
Our platform offers everything a brand needs to get found, recommended, and earn trust. We work with category leaders, including teams at Ramp, Chime, Airbnb, ServiceNow, and Rippling, to drive visibility and accelerate growth from AI search.
Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we're headquartered in San Francisco, New York, and Montevideo.
ABOUT THE ROLE
We’re looking for a scrappy 0→1 Solutions Engineer to help us launch new products and verticals, test positioning in real time, and turn early wins into repeatable sales motions. Working directly alongside our GM of New Verticals, you’ll help reps navigate ambiguous customer conversations and validating what truly resonates in the market.
This is an execution-heavy IC role for someone who thrives in non-linear, zero-to-one environments. You possess the customer empathy to decode unstructured buyer feedback, the judgment to separate signal from noise, and the systems mindset to codify early learnings into scalable playbooks for the broader team.
WHAT YOU’LL DO:
0→1 SALES TESTING
- Turn new product ideas into clear hypotheses we can test with customers.
- Partner with sales reps to test positioning, messaging, packaging, and pricing.
- Join early customer conversations and sales calls to help validate demand and learn what resonates to turn into a repeatable GTM motion.
- Identify patterns from customer conversations and share actionable feedback with Product.
- Turn successful experiments into repeatable sales motions and clear guidance for the broader team.
- Partner with Product and the GM of New Verticals to refine the product and its go-to-market approach.
GTM SYSTEMS EXPERT FOR NEW VERTICALS
- Help clarify the customer problem, shape the conversation, and test how the offering should be positioned.
- Build training, talk tracks, playbooks, and processes that help reps sell new products with confidence.
- Become a SME on new products and help reps understand how to explain and position them effectively.
WHO YOU ARE:
- 3+ years of experience in B2B technology across GTM strategy, product marketing, sales enablement, solutions consulting, early-stage operations, founding, or a similar customer-facing role.
- 0→1 builder: You thrive when there isn’t a playbook yet and are comfortable figuring things out through customer conversations, experimentation, and iteration.
- Customer and market learner: You can listen closely, identify patterns, and turn ambiguous feedback into useful hypotheses and next steps.
- Live-call SME: You can help reps navigate customer & prospect conversations about products, use cases, and solutions that are still being defined.
- Playbook builder: You can turn successful experiments, recurring questions, and important objections into clear, practical guidance others can use.
- Systems thinker: Once something starts working, your instinct is to make the learning repeatable and easy for others to adopt.
- High agency: You can take direction, run with it, and drive work forward without needing constant oversight.
NICE TO HAVE
- Founder experience or experience as one of the first GTM hires at an early-stage company.
- Experience working with marketing technology or selling to Marketing.
- Understanding of SEO and it’s evolution into AEO in the world of AI search
- Strong understanding of the marketing funnel, from demand creation through conversion, pipeline, and closed-won revenue.
OUR GUIDING PRINCIPLES
1. Extreme Ownership
2. Quality
3. Curiosity and Play
4. Make Our Customers Heroes
5. Respectful Candor
BENEFITS
- Equity in a fast-growing startup
- Competitive benefits package tailored to your location
- Flexible time off policy
- Parental Leave
- A fun-loving and (just a bit) nerdy team that loves to move fast!