AI Sales Director

About the role

At Wasabi, we're a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We're a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston.

Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It's all part of our vision to make cloud storage the next great global utility, just like electricity.

Role Description: AI Sales Director

Role Purpose

Wasabi Technologies is looking for an enthusiastic, driven and ambitious sales Rockstar with proven sales experience, focused on Artificial Intelligence and Machine Learning customers. We're growing fast and looking to add to our growing sales team.

You'll prospect for new business and nurture and sell to warm leads that have been well-cultivated by Wasabi's outstanding marketing and business development teams. You'll have an arsenal of resources to help your prospects learn about the disruptive price, performance and protection benefits of Wasabi hot cloud storage.

*Principals only. No recruiters.

Responsibilities

• Sell Wasabi hot cloud storage solutions to new and existing clients, with a focus on AI/ML-driven organizations and data-intensive companies.
• Identify, target, and engage AI startups, model developers, and enterprise AI teams with high-performance storage needs.
• Leverage channel and technology alliance partnerships within the AI ecosystem to accelerate sales.
• Align Wasabi's value proposition to AI use cases such as model training, inference, data lakes, and large-scale dataset storage.
• Host discovery and technical customer meetings to deeply understand AI/ML workflows, data pipelines, and infrastructure challenges.
• Develop strong customer rapport and trust within the AI and data engineering community.
• Listen and capture prospects' data storage and performance requirements, particularly for large-scale AI workloads.
• Provide consultative advice on optimizing storage for AI pipelines, including cost, speed, and scalability advantages.
• Generate free-trial accounts, POCs, and customer wins within AI-focused accounts.
• Coordinate with Wasabi organizations including Marketing, Sales Operations, and Sales Engineering to deliver tailored solutions for AI use cases.
• Leverage marketing automation and CRM tools to identify and prioritize high-growth AI companies and systematically track activity and forecasts.
• Stay current on AI infrastructure trends, including GPU environments, data pipelines, and emerging model architectures, to better position Wasabi.
• Act as a subject matter resource on AI-related storage use cases and customer needs.

Requirements

• 10+ years of technology sales experience (storage, cloud, or infrastructure experience strongly preferred).
• Experience selling into AI/ML companies, data-driven organizations, or high-growth technology startups.
• Strong understanding of AI/ML workflows, data pipelines, or modern data infrastructure (e.g., data lakes, object storage, GPU environments).
• Proven ability to prospect and build pipeline within emerging technology sectors.
• Skilled at outbound prospecting, partner collaboration, and navigating complex sales cycles.
• Excellent communicator with a talent for building rapport and trust with technical and executive stakeholders.
• Results-oriented, with a passion for driving revenue and exceeding goals.
• Exceptional written and verbal communication skills.
• Salesforce.com or HubSpot CRM experience.
• Sales training certification a plus.
• Coachable and open to feedback on suggested alternative methods and processes.
• Creative team player, willing to make positive suggestions to further the team's success.

The On Target Earnings (OTE) range for this role is between $275K- $315K

Pay and benefits

*The OTE range reflects the full range for this position at Wasabi Technologies. At Wasabi, we believe in paying fairly and competitively, and individual compensation is determined based on factors such as job-related experience, skills, location, and internal equity. On Target Earnings are just one part of our total rewards approach. Wasabi team members also receive equity, and a comprehensive benefits package designed to support both professional growth and personal well-being.