Take over early customer conversations from the founders, scale the pipeline, and turn early PoCs into a repeatable sales motion across OEMs, cloud providers, AI labs, and chip vendors. THE ROLE About the Role
You'll build Ora's go-to-market from the ground up. Right now the founders are running every conversation; your job is to take that over, scale it, and turn early PoCs into a real pipeline. This is not a role for someone who needs an existing playbook. You'll define how we sell, what we sell, and to whom — alongside the founders. In year two, you hire the team underneath you. The buyers are technical: ML platform leads, inference infrastructure teams, automotive AI groups, chip vendors. You need to hold your own in those conversations without a sales engineer next to you. WHAT YOU'LL DO Your impact
Build and close pipeline across our three motions: compression-as-a-service, model licensing, and chip vendor partnerships. Own relationships with existing accounts (automotive OEM, edge inference, cloud) and expand them. Open new accounts in target segments: OEMs, cloud providers, AI labs, edge accelerator companies. Define pricing, packaging, and commercial terms with the founders. Represent Ora at the conferences and venues where deep tech buyers actually show up. WHAT YOU BRING What we're looking for
Technical background — MSc or PhD in CS, ML, EE, physics, or similar. A track record of scaling GTM at an early-stage deep tech startup. You've done this before, not just observed it. You sell deep tech. You can explain how our model compression works to a CTO, and why it matters to a CFO. Network in at least one of: enterprise AI, ML infrastructure, automotive, semiconductors, European cloud. NICE TO HAVE Experience selling into automotive or regulated industries (the EU AI Act conversation is real for our customers). Existing relationships with inference chip vendors, cloud providers or OEMs. German or French in addition to English. PRACTICAL Vienna-based. Hybrid or fully remote works. Expect meaningful travel. Working language is English. We sponsor visas and handle relocation.
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Business Development Lead Go-to-Market → Arbeitgeber: Ora Computing
Als Arbeitgeber bieten wir Ihnen die Möglichkeit, in einem dynamischen und innovativen Umfeld zu arbeiten, in dem Ihre Ideen und Beiträge von Anfang an geschätzt werden. Unsere Unternehmenskultur fördert Zusammenarbeit und kontinuierliches Lernen, während wir Ihnen durch flexible Arbeitsmodelle und Unterstützung bei der Relocation eine ausgewogene Work-Life-Balance ermöglichen. Bei uns haben Sie die Chance, an spannenden Projekten zu arbeiten und Ihre Fähigkeiten in der angewandten Forschung weiterzuentwickeln, während Sie Teil eines engagierten Teams in Wien sind.
