Deepgram
COMPANY OVERVIEW Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. COMPANY OPERATING RHYTHM At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. THE OPPORTUNITY This is not a typical enterprise SaaS role. You will be selling Deepgram's voice AI infrastructure into some of the world's most recognizable consumer-facing companies — spanning retail, restaurant, hospitality, travel, commerce, and digital consumer platforms. These organizations are reimagining how they engage customers through AI-powered experiences, intelligent automation, contact centers, voice commerce, and conversational interfaces. Your job is to land and expand strategic accounts, helping enterprises embed Deepgram as the voice layer powering their customer experiences and products. This is a true enterprise hunting role: greenfield, high-ownership, and high impact. LOCATION We prefer candidates based in San Francisco, where many of our customers, partners, and AI ecosystem relationships are concentrated. We are also open to remote candidates with the ability to travel regularly to customers and industry events. WHAT YOU'LL DO BUILD A NEW ENTERPRISE MOTION - Identify and break into strategic consumer-facing organizations across retail, restaurant, hospitality, travel, commerce, and adjacent industries - Create pipeline from scratch through outbound prospecting, executive networking, and ecosystem relationships - Drive new logo acquisition while building long-term expansion opportunities CLOSE COMPLEX ENTERPRISE DEALS - Run full-cycle sales motions with business, product, engineering, and executive stakeholders - Own discovery → evaluation → POC → negotiation → close - Navigate large, matrixed organizations and multi-stakeholder buying committees SELL TECHNICAL AI INFRASTRUCTURE - Engage with executives across Product, Engineering, Customer Experience, Digital Innovation, Contact Center, and IT organizations - Position Deepgram as foundational AI infrastructure powering customer-facing experiences and business-critical workflows - Translate highly technical capabilities into measurable business outcomes LAND AND EXPAND - Initial opportunities may begin as focused deployments and grow into strategic, multi-million-dollar platform relationships - Identify expansion opportunities across business units, geographies, and product lines - Build executive relationships that drive long-term strategic partnerships IT'S IMPORTANT TO US THAT YOU HAVE DEAL OBSESSION - Deep personal satisfaction from closing complex deals, beating timelines, and winning competitive situations - Strong ownership mentality—you don't wait on deals, you drive them forward PROVEN ENTERPRISE CLOSER - Demonstrated track record of closing large, complex enterprise SaaS deals ($100K–$500K+ ACV and beyond) - Experience running full-cycle sales motions from outbound → discovery → evaluation → close - History of consistently exceeding quota in competitive markets ENTERPRISE AND TECHNICAL SALES EXPERIENCE - Experience selling into large enterprise organizations, ideally within consumer-facing industries - Comfortable selling technical products such as AI, APIs, cloud infrastructure, data platforms, developer tools, or other complex technology solutions - Ability to engage both business and technical buyers throughout the sales process EXECUTIVE PRESENCE - Comfortable engaging VP, SVP, and C-level stakeholders as a trusted business partner - Able to connect technical capabilities to strategic business initiatives, customer experience goals, and operational outcomes STAKEHOLDER NAVIGATION - Experience managing complex deal cycles involving product, engineering, operations, procurement, legal, security, and executive stakeholders - Able to effectively multi-thread and build consensus across large organizations HIGH SLOPE / BUILDER MINDSET - Learns quickly, adapts in ambiguity, and operates effectively without heavy structure or enablement - Thrives in early-stage, rapidly evolving GTM environments where you're expected to build, not inherit IT WOULD BE GREAT IF YOU HAD - Experience selling AI, voice AI, conversational AI, developer tools, APIs, cloud infrastructure, or platform technologies - Experience selling into retail, restaurant, hospitality, travel, e-commerce, consumer technology, or other customer-centric industries - Familiarity with customer experience, contact center, digital transformation, or AI adoption initiatives - Experience navigating highly technical buying processes involving product and engineering teams
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