Overview At Ruli.ai, we are reimagining enterprise legal work with AI, addressing a $300 billion market that has been underserved for decades. We empower lawyers to pair their knowledge with AI, automate routine tasks, and experience the future of legal work. Who we are We’re a high-growth early-stage startup combining deep legal domain expertise with top-tier engineering talent from Google, Meta, Airbnb, Amazon, and startups, building the future of legal technology from the ground up. We are backed by top VC firms, including early supporters of Palantir and DeepMind We have a lightweight culture – move fast and focus on customer-centric development, and sometimes ship new features the very next day. We reason from first principles and AI-first approach, building next-generation legal technology solutions. About the role Preferred Location: San Francisco Bay Area, CA, Austin, TX, New York, NY Reporting to the CEO, you’ll be both a player and coach. Closing flagship enterprise customers while building out a high-performance sales team. You’ll partner closely with our Head of GTM to design, test, and scale a repeatable sales motion. This role is for a true builder: someone who thrives in early-stage environments and wants to craft a category-defining sales org in one of the fastest-moving spaces in AI. Key Responsibilities Player-Coach: Build your own pipeline through outbound, events, partners, and social while setting the example for future hires. Close Strategic Enterprise Deals: Navigate complex sales cycles from discovery through exec alignment, pilots, ROI validation, security/legal reviews, and contract signing. Solution Selling: Deeply understand customer pain points and business requirements, then craft tailored solutions that demonstrate clear ROI and strategic value. Build and Enable the Team: Recruit, onboard, and coach AEs/SDRs, while defining quotas and sales playbook for future hires. Systematize Success: Establish forecasting discipline, pipeline hygiene, clear stage definitions, and qualification frameworks Partner with GTM Leadership on ICP: targeting, messaging, and conversion optimization. Shape Pricing & Packaging: Design enterprise offers and pilots that accelerate adoption and showcase value. Market Intelligence: Surface competitive insights and enterprise requirements to influence roadmap and positioning. About you Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience). 7+ years in B2B SaaS sales, with 3+ years owning and closing enterprise deals. Hunter mindset: proven success building pipeline and winning new customers in complex sales cycles Experience selling to legal, compliance, or regulated functions (LegalTech experience a plus) Led or coached a small sales team, ready to scale from the ground up Data-driven operator who thrives on building repeatable, scalable processes Executive presence: comfortable selling to GCs, CLOs, and C-suite buyers What Success looks like Close 3–5 flagship enterprise customers in the first 12 months Build predictable pipeline with 3-4x coverage and improving win rates by segment Compress sales cycles and increase stage-to-stage conversion A documented playbook and ramp a sales team that scales beyond you What we offer Base Salary: $120k-160k Performance-based commissions Competitive equity package Comprehensive benefits including premium medical, dental, and vision coverage 401(k) plan and flexible PTO Remote-first work environment

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