Manager, Enterprise Sales

Blacksmith•San Francisco, CA

About The Position

At Blacksmith, we’re rebuilding CI from the ground up. We provide cloud infrastructure that enables engineering teams to run GitHub Actions dramatically faster and far more cost-effectively — and we’re on a mission to build the world’s first CI-optimized cloud. Enterprise engineering organizations depend on CI as mission-critical infrastructure. But the hyperscalers were never purpose-built for CI workloads — resulting in slow pipelines, wasted cloud spend, and unnecessary operational complexity. Blacksmith gives platform, DevOps, and engineering teams a high-performance CI cloud that unlocks massive velocity gains, material cost reductions, and a radically simpler operational model. As the Manager of Enterprise Sales , you will lead and scale the team responsible for bringing this new cloud category into the world’s largest, most sophisticated engineering organizations (1,000+ employees). You’ll develop talent, guide strategic deals, refine the GTM motion, and play a foundational role in building our enterprise business. Why Blacksmith We orchestrate millions of VMs monthly across our own bare-metal CI cloud. Over 600+ companies rely on Blacksmith to power production CI at scale. Our founders previously built distributed systems at Cockroach Labs and Faire. YC W24 alum backed by a top-tier VC . Reached $1M ARR in under 12 months with a team of four. Enterprise is our next breakout growth engine — and you will help architect the playbook. About the Role As the Manager, Enterprise Sales , you will build, coach, and lead a team of Enterprise Account Executives responsible for landing and expanding Fortune 1000-level companies. You will enable your team to run complex, technical sales cycles that involve engineering leadership, DevOps, SRE, platform teams, procurement, security, finance, and C-suite stakeholders. This is a player–coach role : You will actively support live deals, run deal reviews, and guide enterprise strategy You will build and scale the hiring pipeline for top enterprise sellers You will implement operational rigor across forecasting, pipeline, and performance You will collaborate deeply with founders, product, engineering, and customer success You’re joining at a formative moment — your leadership will directly shape Blacksmith’s upmarket motion and long-term revenue trajectory.

Requirements

7+ years in technical B2B sales, including 2–4 years in sales leadership.
Experience hiring, coaching, and scaling a team focused on complex enterprise accounts (1,000+ employees).
A proven track record of winning and guiding large enterprise deals ($100K–$1M+ ACV).
Able to coach reps through: Multistakeholder engineering cycles Procurement, legal, security, and compliance reviews Executive alignment and technical validation
Deep experience selling infrastructure, cloud, DevOps, developer platforms, or CI/CD. You can speak credibly about CI architectures, ephemeral compute, DevOps tooling, and cloud cost strategy — or you can ramp quickly.
Strong GTM and operating instincts. You know how to build outbound motions, segment a territory, run call reviews, and instill forecasting rigor.
Ability to lead in ambiguity. You’ve built sales motions from scratch, not just inherited them.
Executive presence & exceptional communication skills. You can influence senior engineering and business leaders — and teach your team to do the same.

Nice To Haves

Experience building the enterprise segment at an early-stage startup.
Prior experience selling to platform, SRE, DevOps, or CI/CD stakeholders.
Passion for engineering productivity, automation, or AI-driven infrastructure.
Strong understanding of cloud spend optimization and compute-intensive workloads.

Responsibilities

Lead, develop, and scale an enterprise sales team
Recruit, hire, and ramp top-performing enterprise AEs.
Build a culture of excellence rooted in accountability, curiosity, and mastery of technical value selling.
Implement structured training around MEDDICC, Challenger, and enterprise sales fundamentals.
Drive net-new enterprise revenue through your team
Guide reps in penetrating organizations with 1,000+ employees.
Coach on account planning, multithreading, sequencing, and executive engagement.
Step into key enterprise cycles to drive momentum, unblock friction, and ensure high win rates.
Own forecasting, pipeline discipline, and operational excellence
Run weekly forecast calls and pipeline reviews with rigor.
Ensure high-quality opportunity qualification and methodology consistency.
Build dashboards, KPIs, and operating cadences for predictable output.
Shape and refine the enterprise GTM motion
Define segment strategy, coverage model, and outbound motions.
Partner with marketing on campaigns tailored to DevOps, Platform, and engineering leadership.
Work closely with founders and product to influence roadmap and positioning based on enterprise feedback.
Partner cross-functionally to deliver enterprise value
Collaborate with Solutions Engineering on technical POCs, benchmarks, and evaluations.
Partner with Customer Success to ensure long-term adoption, executive alignment, and expansion potential.
Build feedback loops that strengthen product–market fit across enterprise engineering teams.