Manager, Digital Native Sales

Blacksmith•San Francisco, CA

About The Position

At Blacksmith, we are rebuilding CI from first principles. We provide cloud infrastructure that allows engineering teams to run GitHub Actions dramatically faster and cheaper — and we’re on a mission to build the first cloud purpose-built for CI workloads. Digital Native startups aren’t just customers — they’re the earliest adopters of new infrastructure patterns. They demand speed, reliability, and cost efficiency at orders of magnitude beyond traditional enterprises. Our Digital Native segment is exploding, and we’re looking for a hands-on sales leader to build, scale, and operationalize this motion. This is a rare opportunity to join a hyper-growth infra company early and define a segment that will shape our next stage of growth. Why Blacksmith We orchestrate millions of VMs every month across our own bare-metal CI cloud. More than 600+ high-growth startups — including Ashby, Slope, AtoB, Pylon, Superblocks, and Finch — rely on Blacksmith. YC W24 alum with seed funding from a top-tier VC. Hit $1M ARR in under 12 months with a team of four. 2025 will be a foundational year of category creation — and you’ll help lead that charge. About the Role As the Manager of Digital Native Sales , you will lead a team of Account Executives focused on the most dynamic and engineering-centric companies in the market. You will own segment strategy, pipeline generation, forecasting, coaching, and execution. This is not a “sit back and manage” role — it’s a player-coach position for someone who loves building teams, running deals, and scaling repeatable motions from the ground up. You'll work closely with the founders, GTM, product, and engineering to refine our value proposition, shape product direction, and develop a world-class sales engine.

Requirements

Have 3–5+ years of high-growth sales leadership experience.
Managing AEs in a SaaS, infra, or developer tools company — preferably selling to Digital Native or engineering-centric organizations.
Have deep experience in technical selling. You’ve sold to developers, platform teams, SREs, or engineering leaders and understand cloud, CI/CD, DevOps, or infra value drivers.
Are a builder. You thrive in ambiguity, create structure where none exists, and love building repeatable motions from zero to one.
Operate like a player-coach. You’re comfortable running deal strategy, joining late-stage calls, and stepping in to help close new business.
Know how to drive pipeline generation. You can teach AEs how to hunt, how to run outbound, and how to build a high-velocity book of business.
Excel at coaching and developing talent. You know how to diagnose rep gaps, give actionable feedback, set good habits, and build future leaders.
Are data-driven and process-oriented. Forecasting, qualification, call frameworks, and consistent execution are second nature to you.
Are energized by early-stage environments. You move quickly, solve problems creatively, and love the challenge of building something new.

Nice To Haves

Experience selling CI/CD, cloud infrastructure, or developer tools.
Familiarity with MEDDICC, Challenger, or solution-based selling methodologies.
Experience in PLG-adjacent sales motions or hybrid inbound/outbound models.
Prior involvement in scaling a Digital Native segment at a cloud or data company.

Responsibilities

Lead & Scale the Digital Native Sales Team
Recruit, hire, coach, and develop a team of high-performing AEs.
Build a culture of excellence grounded in high activity, rigorous qualification, and strong fundamentals.
Run weekly pipeline reviews, forecast accuracy, and deal strategy sessions.
Drive New Logo Acquisition
Ensure the team consistently meets and exceeds quarterly new-business targets.
Help reps navigate complex technical cycles with developers, DevOps, platform teams, and CTOs.
Personally support strategic deals with executive presence and deal orchestration.
Build the Digital Native GTM Motion
Define segment strategy: territory models, ICP refinement, outbound motions, and productivity benchmarks.
Collaborate with marketing and product to build campaigns, value props, sales materials, and competitive positioning.
Develop and refine runbooks, scripts, MEDDICC processes, and velocity motions.
Champion Cross-Functional Collaboration
Work closely with Solutions Engineering to ensure technical depth in cycles.
Partner with product and engineering to relay customer learnings and influence roadmap.
Collaborate with founder-led sales to scale repeatable patterns and amplify what’s working.
Set the Standard for Operational Excellence
Maintain a high bar for forecasting accuracy, CRM hygiene, and data-driven coaching.
Build dashboards and insights to improve rep productivity and conversion rates.
Identify friction points in the sales process and design solutions to eliminate them.