Amari AI — Founding Enterprise GTM

Type: Full-time | On-site | San Francisco, CA Compensation: $150,000–$180,000 base ($240K–$300K OTE, uncapped) + 0.25%–0.75% equity Hiring count: 1 Visa sponsorship: None available Reports to: Founder

About Amari AI

Amari builds AI agents for the logistics industry, automating the document-heavy, manual workflows that slow down global trade — reading shipment documents, classifying goods, and generating compliant customs filings with minimal manual input. The company is past early validation, has achieved product-market fit, and is already deployed with enterprise customers processing meaningful operational volume. Amari raised $4.5M from First Round Capital and Pear VC and is now scaling the platform's breadth and depth.

Founded: N/A | Team size: N/A (Seed) | Total funding: $4.5M Industry: AI / Logistics / Customs & Trade Compliance Website: Office: San Francisco, CA

Why Candidates Should Join

• First sales hire, real ownership: Owns the enterprise acquisition engine end to end, working directly with the founder to build the playbook from scratch — no inherited pipeline, no SDR org, no mature motion to inherit.
• Clear path to GTM leadership: The opportunity to grow into GTM leadership is real and tied directly to building a repeatable motion.
• PMF already in hand: Deployed with enterprise customers processing live operational volume, backed by First Round and Pear, so the seller is building on proof rather than selling vapor.
• Uncapped upside: $240K–$300K OTE, uncapped commission, plus meaningful founding-level equity.

Intake Call Summary

• Not provided on the role page.

The Role

As Amari's first dedicated sales hire, this person owns the enterprise acquisition engine end to end and builds the playbook alongside the founder. The addressable market is concentrated — roughly 100 to 150 relevant enterprise logistics companies in the US — so every relationship and every account matters.

What You'll Be Doing

• Own enterprise sales end to end: discovery, demos, pilots, business cases, security and IT reviews, procurement, negotiation, and close
• Map and prioritize the named-account market, identify relationship paths, and build detailed plans for the highest-value logistics accounts
• Generate pipeline through customer referrals, targeted outbound, industry relationships, associations, private dinners, and selected conferences
• Build relationships across complex buying committees spanning operations, compliance, IT, security, finance, procurement, and executive leadership
• Turn successful deployments into case studies, ROI materials, executive references, and customer-introduction programs
• Establish disciplined CRM, account planning, qualification, forecasting, and mutual-action-plan practices another seller could eventually follow
• Bring market signal back into the company, translating customer priorities and objections into input for product and engineering

Tech stack: N/A (GTM role — CRM / account-planning tooling)

Requirements

• 2+ years quota-carrying B2B enterprise sales, building not operating a playbook
• Founding AE or early AE hire background (1st to 4th AE)
• Logistics, supply chain, or relationship-driven concentrated-account market experience preferred
• Self-sourced pipeline, full-cycle enterprise closing
• SF in-person, frequent customer travel required

Green Flags

• Founding or early AE at an enterprise startup
• Former founder with enterprise sales experience
• Logistics or supply chain industry background
• Adjacent concentrated-account market experience

Red Flags

• Software-company-to-software-company sales background only
• Joined a logistics or related company as a mid-stage or late AE hire
• Needs a mature territory or inbound pipeline to succeed

Role Details

• Salary — $150,000–$180,000 base ($240K–$300K OTE, uncapped)
• Equity — 0.25%–0.75%
• On-site policy — On-site in San Francisco, frequent customer and industry travel
• Visa sponsorship — None available
• Employment type — Full-time
• Location — San Francisco, CA

Screening Questions

• Not provided on the role page.

Interview Process

Stage 1 — 30-min background call — Initial background and fit conversation. Stage 2 — 45-min discussion — Deeper discussion of sales experience and approach. Stage 3 — 45-min discussion (in person) — On-site conversation in San Francisco. Stage 4 — Offer Extended Stage 5 — Candidate Hired — Candidate accepts and starts.