Director North America Sales

Unikraft•San Francisco, CA

3d•Remote

About The Position

The cloud is broken: it’s wasteful, slow, jaw-droppingly expensive, and held together by decade-old abstractions nobody wants to defend. At Unikraft we’ve rebuilt it from first principles — a millisecond-native, VM-isolated compute platform that runs 100,000+ workloads per server at 10–100× better unit economics. We’re in production at companies like Netlify, Browser Use, Prisma, Tinyfish, and FlutterFlow. The product sells itself to anyone who’s ever stared at a cloud bill in horror. What we need now is a closer: someone who can find the right buyers, earn their trust fast, and help them understand why Unikraft is the most important infrastructure decision they’ll make this decade. This is an early GTM hire and a rare opportunity to be among the first commercial hires at a company rearchitecting one of the largest markets in tech. You’ll work directly with the founding team, shape our sales playbook from scratch, and own a quota that grows with the company. The product has genuine, technical differentiation — 10ms cold starts, 100K+ VMs per server, 10–100× cost reduction. This is not a hard sell to the right buyer. You’ll have a direct line to founders, on-the-ground in SF, at the center of where AI infrastructure decisions are being made right now. If you care about being a builder rather than a quota-filler, love selling a genuinely new category, and want your work to define what the next generation of compute looks like in practice, this is your role.

Requirements

8+ years of full-cycle B2B sales, with at least 3 in infrastructure, developer tools, or cloud.
Track record of closing technical buyers (CTOs, platform engineers, VP Infra) not just economic buyers.
Experience selling a genuinely new category, not a familiar one. You know how to educate and evangelize, not just pitch features.
Comfortable running technical conversations alongside a sales engineer.
Based in San Francisco. Most of our team is EU-based, but this GTM role requires SF presence for key market and investor relationships.
Startup DNA: you thrive without a playbook, you build the playbook.
You’re a builder, not a quota-filler. You care about the customer’s success as much as your own number.
You read the docs. You understand the product deeply enough to hold a credible conversation with a senior engineer.
You move fast, communicate clearly, and don’t wait for permission.
Honest, direct, and low-ego — we have no patience for political nonsense.
Curious about infrastructure, excited by technical problems, and energized by category-defining moments.

Responsibilities

Own the full sales cycle from sourcing and outbound to technical discovery, commercial negotiation, and close.
Build and work a pipeline of infrastructure-forward companies: AI-native startups, developer platforms, cloud-cost-conscious scaleups.
Partner closely with our Field Engineering team to run technically rigorous POCs that turn skeptics into champions.
Run credible technical conversations alongside a sales engineer — you don’t need to write C, but you need to understand why our latency numbers matter.
Develop and refine our ICP, messaging, and sales motion — you’ll have strong opinions and we want to hear them.
Represent Unikraft at events, in the community, and in the conversations that matter in SF’s infrastructure and AI ecosystem.
Feed market signal back to product and marketing — you’re the closest person to what prospects actually care about.