Enterprise Sales Lead, AI

About the role

In this position, you will lead the enterprise sales strategy for Mysten Labs' AI products. Your responsibilities will include identifying key industries and decision-makers, as well as managing the sales process from initial customer discovery to closing deals.

You will collaborate closely with product and engineering teams to align customer needs with product offerings. Success in this role will be measured by your ability to establish a repeatable sales approach and drive adoption of AI agents across various sectors.

Who this role suits

• A seasoned sales professional with over 12 years of enterprise sales experience.
• Someone who thrives in a startup environment and has a proven track record of building sales strategies.
• An individual with strong networking skills and existing relationships in enterprise commerce or regulated industries.
• A hands-on closer who is comfortable navigating ambiguity and iterating rapidly based on customer feedback.

From the employer

• Develop the enterprise sales and GTM strategy for our agentic products, identifying priority industries, buyers, use cases, and routes to market.
• Bring an established network of enterprise relationships and build new connections with decision-makers across commerce, services, and/or relevant regulated industries.
• Own the sales process from customer discovery and qualification through pilots, negotiation, and commercial agreements.
• Work directly with prospective customers to understand their workflows, business priorities, and requirements for deploying AI agents.
• Partner with product and engineering to translate customer needs into product requirements, demonstrations, and commercially compelling offerings.
• Help define positioning, packaging, pricing, and pilot structures, testing assumptions through customer conversations and actual deals.
• Build a repeatable approach to moving customers from early experimentation into production and broader adoption.
• Establish pipeline discipline, communicate market feedback, and help the team prioritize opportunities with the strongest commercial potential.

• 12+ years of Enterprise Sales experience, with a track record of closing complex agreements and building trusted executive relationships.
• Meaningful startup experience, including building a new sales motion, launching an offering, or winning early enterprise customers.
• An established network of buyers in enterprise commerce, retail, services, or regulated industries.
• Experience selling technical products and translating emerging technology into clear business value.
• Direct involvement in shaping product positioning, packaging, pricing, or GTM strategy alongside product and engineering teams.
• Strong customer discovery skills and the judgment to distinguish a repeatable market opportunity from a one-off request.
• A hands-on approach: you’re comfortable prospecting, running discovery, developing proposals, and closing deals yourself.
• Comfort with ambiguity, rapid iteration, and a product that will evolve through customer engagement.

• Employment is contingent upon the successful completion of a background check, which may include verification of employment history, education credentials, criminal history, and other relevant information.
• Regarding the recent rash of technology job scams: Be aware that emails from genuine Mysten Labs group recruiters will always come from the @ mystenlabs.com domain or related subdomains (e.g., mystenlabs.com/careers ). Remember: you can always verify positions on our job boards at www.mystenlabs.com/careers.
• To support an efficient and fair hiring process, we may use technology-assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.
• Our team is remote first and we are hiring across the world. Here at Mysten Labs, you’ll be joining a world-class team with tremendous growth potential as we bring the next billion users to web3.