About Thira
Thira is the CIO's trusted agentic AI platform that continuously learns and executes repetitive IT work. Enterprises will spend $6.3 trillion on IT this year, and roughly 40% of it goes to people doing repetitive work across systems that were never built to work together. The work arrives faster than any team can absorb it, the backlog never clears, and there's no capacity left for the work that moves the business forward. Thira learns how an enterprise actually runs, finds a better way to deliver each outcome, and executes the work end to end across every system, with every action governed. The result is measurable ROI and employees whose problems are resolved before they notice them. Thira is backed by a $21M seed round led by Madrona and led by the co-founders of Apptio, and we're building the team that will define this category.
The role
As a member of Thira’s Founding Team, you will own the full sales cycle — from prospecting through pilot to signed contract — for a defined territory drawn from our tiered enterprise account list. You will report directly to the Chief Revenue Officer, work shoulder-to-shoulder with our Field CTO on technical pilots, and help shape the playbook, pricing conversations, and CRM foundation that every seller after you will inherit. This is a builder’s role: there is no brand pull, no inbound queue, and no established process to lean on yet.
What you will own
- The full sales cycle — prospecting, qualification, demo, pilot, negotiation, and close — for a named territory within the ServiceNow install-base account list.
- A consumption/outcome-based financial business case, built and personally defended with economic buyers (CIO, VP Infrastructure, Head of IT Operations).
- Technical pilots, scoped in partnership with the Field CTO, and the conversion of pilot outcomes into signed, revenue-bearing contracts.
- Account and territory strategy, developed and executed largely independently, with minimal SDR or marketing support in this first phase.
- The feedback loop to the CRO, CPO, and Field CTO: customer and market insight that sharpens positioning, pricing, and product roadmap.
- The sales process, competitive playbook, and CRM foundation, as a founding member of the commercial team.
What we are looking for
- 5+ years of enterprise software sales experience, with a presence selling SaaS products.
- A proven track record at early-stage companies, with a concentration on new logo acquisition and white space development.
- Strong proficiency in self-generated pipeline development: you prospect, not just close, and can show the pipeline you built without brand recognition or a mature playbook.
- Demonstrated full-cycle ownership: genuinely willing and able to prospect, qualify, demo, negotiate, and close with little to no SDR or marketing support.
- The ability to build a TAM-based business case and defend a value argument against a flat-license or cost-per-token incumbent.
- Comfortable operating in a 0→1 environment with minimal process and high ambiguity, and a builder’s mindset toward process that doesn’t exist yet.
Strong plusses
- Experience selling consumption-based or outcome-oriented license models, including building the financial models that support them.
- Experience selling ITSM-related products (ServiceNow, Jira Service Management, Freshservice, or similar), with fluency in ITSM, ITOM, or AIOps buying committees.
- Technical proficiency to guide initial product demonstrations and co-run technical proof-of-concepts, translating technical results into business value.
- Experience selling to executive personas in the Office of the CIO, CTO, or CFO in a strategic, budget-committee sale.
- Existing relationships or standing within the ServiceNow customer or practitioner community.
- Experience selling into the agentic AI or AI service-management category.
Location
Northeast, Southeast, and West Coast
How to apply
To apply, email us and tell us where you have done this before, why Thira, and a few links. We read every application.