Sales & Business Development Lead (Enterprise & Developer Growth)

Who we are

Pinata is Crypto’s File Storage, designed to make your life as a developer easier. Say goodbye to time-consuming setups and configuration hassles. With just a few lines of code, you can add file uploads and retrieval to your app, freeing up time to focus on building features that matter. Whether you're building large-scale projects or a weekend app, Pinata provides fast, secure, and scalable file management.

👉 Check us out

The role

As our sole GTM hire, you will be critical in transitioning our sales from founder-led to a structured, scalable process. You’ll be responsible for owning the full sales cycle, closing deals with developer and enterprise customers, and designing a repeatable go-to-market strategy.

This role is ideal for someone who thrives in early-stage startups, is eager to build sales playbooks from the ground up, and is excited about driving revenue growth in a highly technical market.

What you’ll do

• Own the full sales cycle, from prospecting to closing deals with enterprise and developer customers
• Define and execute a scalable GTM strategy, transitioning from founder-led sales to a scalable, sales-driven strategy
• Build an automated outbound strategy to drive predictable pipeline growth
• Establish partnerships with agencies and technology platforms to expand market reach
• Work closely with the CEO & VP of Product to ensure alignment between sales, product, and marketing strategies
• Define and track key sales KPIs, optimizing strategies for rapid iteration and growth

Success in this role looks like

Within the first 6-12 months, you will:

• Close significant enterprise deals to validate and grow our revenue model
• Build the foundation for a repeatable, scalable sales process
• Generate momentum in outbound sales and developer engagement
• Lay the groundwork for hiring and scaling the GTM team as revenue grows

Why join us?

• Shape the Pinara’s revenue growth and GTM strategy
• Work closely with leadership and have a direct impact on Pinata’s trajectory
• Join a fast-moving, technical startup at the forefront of developer tools and Web3

Applying to Pinata

Pinata follows a structured interview process. If we move forward with your application, our typical interview process for this role includes:

• 30-minute Introductory Chat with our Head of People & Operations to understand what you’re looking for, discuss the role, and assess mutual fit
• 30-minute Alignment Conversation with our CEO to discuss your experience and Pinata
• 1-hour Behavioral Interview with our VP of Product and CEO to dive deeper into your sales experience and expectations for this role
• Potential take-home assignment or chat with our investors
• Reference Check

Requirements

Must have

• 4+ years of experience in technical software sales in a startup or Series A/B environment
• Proven track record of closing deals and driving revenue in SaaS or developer tools
• Experience leading GTM strategy and outbound sales automation
• Ability to work autonomously in a fast-paced startup environment
• Strong understanding of developer personas, technical buyer journeys, and sales motions
• Prior experience with partnership development and building early-stage sales operations from the ground up

Nice to have

• Familiarity with Web3, blockchain, or decentralized technologies is a plus but not required

Benefits

What we offer you

🌐 Ability to work remotely from anywhere you have work authorization and aligns with core working hours

🩺 Health, dental, and vision insurance benefits

💸 Retirement plan with match for eligible employees after one year of tenure

🌴 Flexible paid time off

🧘  Annual wellness stipend

💻 Annual learning stipend

🐣 18 weeks of parental leave for full-time, salaried employees, including birth, adoption, or surrogacy

🏦 Meaningful equity for full-time, salaried employees

🤩 Opportunity to join us at an early stage where your contributions will make an impact, and you’ll have opportunities to flourish

Pinata Compensation Philosophy

At Pinata, we compensate our team fairly and consistently by analyzing market data and benchmarking to ensure equitable, unbiased compensation.

Pinata provides a reasonable range of compensation. This role may only be hired and performed in the United States. Our salary range for this role is $119,000 - $141,000 USD base salary. This role is Eligible for variable compensation tied to performance, which will be finalized based on experience, competencies, and market data during the interview process. In addition to salary, we offer equity and competitive benefits. At any time during the interview process, please ask for more information.

A Note on Diversity, Equity, and Inclusion

Our team spans several countries, and each of us offers unique perspectives. We believe in treating everyone with respect and providing an environment where everyone can be their authentic self. Pinata is an equal opportunity employer and we value inclusivity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

It is our policy to provide reasonable accommodations to people who are neurodivergent, have medical needs or disabilities. If you require an accommodation during the application or interview process, please email people@pinata.cloud.