Sales & Business Development Jobs at Developer Tools & Infrastructure Startups

Startups here build the tools and infrastructure other engineers use to ship software. Founders are usually engineers fixing a problem they had themselves, and the customer does the same job as the person hiring. Roles reward writing clearly in public, since documentation and community carry more weight than advertising.

You are often the first person selling, so there is no playbook and no inbound list. You find the buyers, run the pitch, then write down what worked so the next hire can repeat it. At a large company the territory and the price list already exist.