Manager, Digital Native Sales

About Blacksmith

• We started by building infrastructure to run CI workloads really fast. Our first product helps companies run GitHub Actions substantially faster and cheaper by owning and operating our own global fleet of bare-metal machines rather than renting generic cloud VMs.

• Today, we orchestrate tens of millions of Firecracker VMs each month, running CI for 1,200+ companies and hit ~$10M in ARR in less than 2 years.

• We operate thousands of bare-metal machines across multiple regions, regularly schedule 30k+ vCPUs concurrently, and run a petabyte-scale Ceph cluster that we manage ourselves.

• We’ve raised $13.5M across Seed and Series A, led by Google Ventures (GV), and we’re intentionally building a small, but exceptional team.

• Blacksmith was founded by a team with deep systems and scaling experience, including building search/ads infrastructure at Faire, and operating large distributed systems at Cockroach Labs. Our GTM is led by Jon Boyer, formerly Head of Sales at Zapier.

• We’re now extending the same CI infrastructure into a broader platform: running agent sandboxes at scale and building our own background coding agent on top of it.

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.

• 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.

• 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.

• 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.

• Competitive base salary + meaningful equity upside

• Medical, dental, and vision insurance

• Unlimited PTO

• Early-exercise stock options

• 12 weeks fully paid parental leave (U.S.)

• Annual offsite