We’re a Y Combinator-backed startup building the AI infrastructure layer for the IT services industry: the platform IT providers use to deliver governed AI to the small businesses they manage.
It’s a genuine blue-ocean space — no incumbent has built this yet — while demand is already strong and validated. We’re getting around 10 inbound demo calls a day from IT business owners, booked from paid ads with no outbound and no sales team. The founder previously built an AI coding platform to 2M+ users.
Right now the founder takes every one of those calls. That’s the problem you’d solve.
This is a hybrid role based in Lviv — the founder is here and the team is being built here.
What you’ll do
You’d be the first sales hire, working directly with the founder, owning the calls and the close.
Run the demo calls. Take inbound demos with IT service provider owners and executives — often the CEO, frequently with their CTO or COO on the call. Discovery, product walkthrough, pricing, objections.
Close. Own the full cycle from first call through to a signed, paying customer: follow-ups, technical objections, security review, getting the right people in the room, and getting the contract done. Deals involve real scrutiny — these buyers are reselling to clients they’re liable for, so the security and compliance conversation is part of every sale.
Learn the buyer’s world properly. Our customers run their businesses on specific software — ConnectWise, Autotask, HaloPSA, NinjaOne, Datto — and they’ll know within two minutes whether you understand it. You’d need to learn that stack, and enough about how AI infrastructure actually works, to hold a credible technical conversation without deferring every question.
Build the relationships. This industry runs on trust and peer referral, not on outreach volume. Owners buy from people they’ve come to trust, often over months. The relationships you build are the asset.
Feed what you learn back. You’ll be closest to the market — hearing objections, requests, and reasons for no before anyone else. That shapes what we build and how we position it.
What we’re looking for
Who you are
Based in Lviv, or open to being. Hybrid during the first months while you’re learning to sell this — apartment and travel covered if you’re relocating. Flexible after that.
Genuinely interested in an unsexy vertical. Our buyers are IT service provider owners — small business owners with tight margins, real liability, and deep skepticism of vendors. You find people like this interesting rather than boring, and they can tell you respect them.
4+ years closing B2B deals. You’ve personally run discovery, handled objections, and signed customers — not just booked meetings for someone else.
Consultative, relationship-driven selling. These are not transactional deals. Pushing doesn’t work here; understanding their business does.
Fast at learning technical products. You’d need to speak credibly about RMM and PSA software, multi-tenancy, data residency, and how AI models are governed. Not as an engineer — as someone a technical buyer takes seriously.
Excellent spoken and written English, and comfortable on calls with American business owners. You know how they talk, what tone works, and how to make a call feel natural rather than translated.
Able to cover US hours. Calls happen when our customers are awake. You’d rotate coverage with the founder rather than carrying every evening alone — but late calls are part of the job.
Comfortable owning it alone. No manager, no script, no playbook. You’d be building the sales motion as you run it.
Daily user of AI tools. You’ll be selling AI infrastructure — you need to live in it.
Willing to travel internationally to industry conferences in the US, EU, and Australia. This channel does business in person; it’s part of the role, not a perk.
Nice to have
Experience selling into the IT services or managed services industry
Startup experience — you know what bui
