Blacksmith · 3 weeks ago
Manager, Digital Native Sales
San Francisco, CA
Full-time
Onsite
Mid, Senior Level
$250K/yr - $330K/yr
3+ years expBlacksmith is a cloud infrastructure company focused on enhancing CI workloads. The Manager of Digital Native Sales will lead a team of Account Executives, driving new logo acquisition and operational excellence while collaborating closely with various teams to shape the company's sales strategy.
Cloud ComputingDeveloper ToolsSoftware
Responsibilities
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
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
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
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
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
Qualification
Required
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
Deep experience in technical selling
Sold to developers, platform teams, SREs, or engineering leaders and understand cloud, CI/CD, DevOps, or infra value drivers
Thrive in ambiguity, create structure where none exists, and love building repeatable motions from zero to one
Comfortable running deal strategy, joining late-stage calls, and stepping in to help close new business
Know how to drive pipeline generation
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
Know how to diagnose rep gaps, give actionable feedback, set good habits, and build future leaders
Data-driven and process-oriented
Forecasting, qualification, call frameworks, and consistent execution are second nature
Energized by early-stage environments
Move quickly, solve problems creatively, and love the challenge of building something new
Preferred
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
Benefits
Medical, dental, and vision insurance
Unlimited PTO
Early-exercise stock options
12 weeks fully paid parental leave (U.S.)
Quarterly offsites
Company
Blacksmith
The fastest way to run your GitHub Actions. Trusted by Veed, Clerk, Ashby and 600+ others.
2-10 employees
Funding
Current Stage
Early StageTotal Funding
$14MKey Investors
Google VenturesY Combinator
2025-09-17Series A· $10M
2025-05-01Seed· $3.5M
2024-04-03Pre Seed· $0.5M
Recent News
2025-11-06
2025-09-29
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