ABOUT EXA We raised a $250M Series C to build the search engine for AIs. Led by a16z, with existing investors Benchmark, Lightspeed, and YC doubling down, the round brings Exa's valuation to $2.2 billion. Exa is building a search engine for the AI era. Our Search API currently powers Agents, Fortune 500s and AI labs as we transform an industry that hasn't been disrupted since the 90s. We're a largely SF-based team of ~100 from Harvard, MIT, Meta, Google Research, ex-founders & dropouts alike. We are rapidly building the most intelligent search engine in history. We're high agency, low-ego, and united by the feeling that this is one of the last problems worth getting right. ABOUT THE ROLE Exa is selling a new category of infrastructure to technical buyers who have never bought it before. That means our sellers have to explain retrieval quality, agent architectures, and why the search layer matters, then handle objections from engineers. Right now the best version of that pitch lives in a few people's heads. You will own the messaging, assets and serve as the bridge between sales and product. You'll build the narrative sellers use, the proof they lean on, the competitive answers they need, and the ramp that gets a new AE ready in weeks rather than months. Every product launch and use case flows from the PMM to the field. Craft is important. The bar is whether sellers actually use what you build, which means you spend real time listening to calls and spending time with customers. This is also an AI-first role at an AI-first company. Mining call recordings for objection patterns, keeping battlecards current, and drafting enablement material should be workflows you build, not a backlog you staff. This role is based in-person at our San Francisco HQ. WHAT YOU'LL OWN CORE SALES ASSETS Own the narrative sellers deliver along with the assets that support it: the deck, the demo storyline, the one-pagers, and the technical proof that backs each claim. Help with customer stories and partner co-marketing. Success is measured by adoption (are reps actually using it) and by pitch consistency across the team. OBJECTION HANDLING AND COMPETITIVE POSITIONING Own battlecards, competitive teardowns, and the answers to objections that could stall deals. Keep them current as the landscape shifts. Success is measured by win rate against named competitors and by seller confidence in contested deals. ONBOARDING AND RAMP Own the curriculum that takes a new AE or SE from day one to first qualified pitch: certification, role plays, and the technical foundation on search, retrieval, and agents. Success is measured by time to ramp and by certification pass rates that mean something. LAUNCH ENABLEMENT Own the field side of every launch: what sellers need to know, say, and send on day one. You are the reason a launch converts into pipeline rather than a blog post. Success is measured by launch-day field readiness. ENABLEMENT OPERATIONS AND CONTENT GOVERNANCE Own where enablement content lives, how it stays current, and how you retire what's stale. Own the call review loop that tells you what's working. Success is measured by content freshness and by sellers finding the right asset without asking. AI-FIRST WORKFLOW DESIGN Design and deploy AI-powered workflows (Claude, call-recording analysis, competitive monitoring) that keep enablement material current automatically. If a step runs manually more than twice, you should be itching to automate it. WHAT SUCCESS LOOKS LIKE - A new AE can deliver a credible technical pitch within their first month. - Sellers handle the top objections without escalating to product or founders. - Battlecards are current within days of a competitive move, not quarters. - Every launch lands with the field ready on day one. - Reps choose your material over building their own decks. - Win/loss themes flow back into positioning with specifics attached. WHAT THIS ROLE DOES NOT OWN - Vertical messaging: Product Marketing (vertical PMM). - Organic discovery, technical blog, and AEO/SEO content: Technical PMM for Content. - Demand generation, paid channels, and website: Revenue Marketing and Digital Marketing. - Developer documentation and sample code: DevRel. WHO YOU ARE - 4+ years in product marketing, sales enablement, or a hybrid of the two at a B2B technology company selling to technical buyers. - Deep craft evidence: a pitch, deck, or battlecard set you personally built that sellers adopted, and the story of how you got them to adopt it. - Credibility with a developer audience. You do not need to write production code, but you need to hold your own on APIs, retrieval, and agent architectures, and sellers need to trust your technical understanding. - Experience building competitive positioning from real win/loss data rather than feature grids. - A track record running onboarding or certification for a sales team, with evidence it changed ramp time. - Excellent writing and live presentation skills. You will teach, not just document. - A proven AI builder mindset: you've shipped automations using LLMs and workflow tools, not just used ChatGPT. NICE TO HAVE - Background as a sales engineer, solutions architect, or engineer before moving into marketing. - Experience at a developer-first, API-first, or PLG company. - Fluency with call-recording and revenue intelligence tooling. - Experience enabling a technical sales motion with proof-of-concept or eval-driven cycles. - Familiarity with the AI infrastructure landscape and how technical buyers evaluate it. BENEFITS - Health and wellness: Premium medical, dental, and vision coverage, plus a monthly wellness benefit and a monthly commuter benefit for our SF team. - Fertility and family planning: Reimbursement for eligible egg freezing and related medical expenses up to a $15,000 lifetime maximum, plus 16 weeks of fully paid parental leave for all new parents, whether through birth, adoption, surrogacy, or foster placement. - Life at Exa: Lunch and dinner served daily, an office stocked with snacks, coffee, and health supplements, fresh bread from a local bakery every morning, weekly milk tea deliveries, monthly picnics, and parties to celebrate the wins (and each other). - Visa sponsorship: We sponsor visas for exceptional candidates and welcome applicants from all backgrounds and locations. Exa is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, age, veteran status, marital status, pregnancy or related conditions, criminal histories consistent with applicable law, or any other basis protected by applicable law.