The posting
Company Background Specter's mission is to help automate the physical world.
Today, we build video sensors with state-of-the-art AI agents that answer any question, anywhere in their environments. Our systems can automatically detect and reason about any physical activity captured on camera, from security incidents (e.g. perimeter intrusion, theft, LPR), to safety monitoring (e.g. PPE detection, injured people), to operational efficiency (e.g. material tracking, congestion monitoring). We offer both long range wireless (1km range) and wired sensor variants to suit any deployment.
Our co-founders Xerxes and Philip are passionate about empowering our partners in the fast approaching world of physical AI and robotics. We are a small, fast growing team who hail from Anduril, Tesla, Uber, and the U.S. Special Forces.
The Role You're responsible for turning Specter's technology into revenue and durable customer relationships across critical infrastructure, industrial, and enterprise security markets. Specter sells into a market that doesn't yet know it needs us - physical security, safety, and operations leaders who default to guards, wired cameras, and reactive incident response. Your job is to find the leaders bearing the cost of that status quo, teach them what's now possible, and run them through a technical, multi-stakeholder sales cycle to a signed deployment.
You own full-cycle sales: outbound prospecting, discovery, technical pitches and demos, pilot scoping, and commercial close. Because we're early, you're also a direct feedback loop into product - what you hear in the field shapes what we build next. This is a builder's seat, not a "run the existing playbook" seat.
Responsibilities:
- Full-cycle sales ownership - source, run, and close deals end-to-end: outbound prospecting, discovery, pitch/demo, pilot scoping, contract negotiation, and close. You own your pipeline and your number.
- Pipeline generation - self-source the majority of your pipeline through targeted outbound; don't wait for inbound. Build and prioritize a target account list across multiple verticals.
- Executive-level discovery and pitching - run discovery with security, operations, and executive stakeholders at large enterprises and critical infrastructure operators. Translate Specter's technical capabilities into a business case a non-technical executive will act on.
- Technical fluency under pressure - understand Specter's hardware and software well enough to field pointed technical questions live, without over-promising or under-selling; know when to bring in sales engineering or product.
- Pilot-to-scale conversion - design and manage paid pilots with pre-agreed success criteria and a quantified ROI, so a successful pilot converts into a multi-site or multi-year deployment (land-and-expand).
- Multi-threaded account development - map the buying committee (economic buyer, champion, technical evaluator, procurement/legal) and build relationships across it, not just with a single champion.
- Forecasting and pipeline hygiene - maintain accurate CRM records and an honest forecast; communicate deal status and risk proactively.
- Field-to-product feedback loop - capture and relay customer requirements, objections, and competitive intel to the product and founding team.
- Travel to customer sites - sales at Specter requires seeing the physical environment. Expect regular travel for prospect/customer site walks, deployments, and in-person pitches.
Qualifications:
- Full-cycle enterprise sales experience - you've carried and exceeded quota in a complex, multi-stakeholder B2B cycle (5+ years enterprise sales experience), ideally selling a technical, hardware-inclusive, or physical/security product into enterprise or critical-infrastructure accounts.
- Pipeline self-generation - a demonstrable track record of building pipeline through your own outbound, not just closing inbound.
- Value Based Selling - you lead with questions, not features; you can leave a first meeting having learned more than you gave away. Familiarity with a rigorous methodology (MEDDPICC, Command of the Message, Sandler Sales, or similar) is a plus.
- Technical curiosity - no engineering background required, but you're comfortable learning enough about sensors, wireless mesh, and AI/vision models to hold a credible technical conversation and know when to bring in an engineer.
- Ownership and autonomy - you manage your own deliverables, communicate status without being chased, and thrive in startup ambiguity. There's no established playbook yet; you'll help write it.
- Willingness to travel - comfortable with a travel-heavy role to be on-site with prospects and customers.
Nice to Have
- Experience selling into critical infrastructure / physical security / OT (energy, utilities, telecom, data centers, oil & gas, industrial).
- Sold hardware + software (not pure SaaS) or a pilot/POC-led motion.
- Early-stage / zero to one experience where you helped build the sales motion.
- An existing network of security or operations leaders.
