Business Development Lead - UK

Kangal AI · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 2h agoon Kangal AI's careers page

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The job

Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 86 days. Ask why it's been hard to fill.
Company hiring: This is their only open sales role.

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 are the base and the OTE for this role?
No point investing hours before you know the number.
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.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Kangal AI? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Kangal AI builds frontier artificial intelligence that creates information advantage for those solving the world's most complex problems. We work with governments, national security and private corporations operating in the most demanding environments. Joining us means taking your career to the next level. This is a founding-team commercial role, and we are open on seniority. What matters is the combination: you understand technology deeply enough to explain it to a demanding buyer, and you have a genuine drive to sell. You might be an engineer who has discovered you love winning deals, or a commercial person who is genuinely technical — either way you will own how Kangal grows, from first conversation to signed contract, working hand in hand with the founders. Responsibilities - Win and grow contracts across government, national security and large enterprise, from first conversation to close. - Build out our go-to-market from first principles: pipeline, qualification, pricing and close. - Make complex technology clear and compelling to senior decision-makers. - Work directly with the founders on strategy, positioning and the deals that matter most. Requirements - A genuine passion for sales — you like winning deals and building relationships, and you want to do more of it. - An engineering or strong technical background, enough to understand our product and speak credibly to technical buyers. - The drive to build process from scratch, not just run an existing one. - Comfort in a fast-paced startup: ownership, pace and comfort with ambiguity. - Discretion and integrity; our work demands the highest level of trust. - Eligibility for UK security clearance is advantageous. Benefits - A defining, founding-team role in an early, venture-backed company, with a competitive salary and meaningful equity. - Work that matters, for clients operating at the highest level. - Founder-level access and real ownership, working shoulder to shoulder with the founders.

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