Technical Sales Specialist - TSS (US - West)

ABOUT WEAVIATE Weaviate https://weaviate.io/ is an AI startup with open source and creativity at its core. Our AI-native vector database uses machine learning to create meaningful insights from unstructured data in a completely new way. Named one of Forbes’ Top 50 AI startups, and with over a million monthly downloads, Weaviate is quickly growing in popularity with developers and enterprises alike. Our team members work remotely across the globe with the flexibility to work from anywhere and at any time. Our people experience this as a massive benefit! Operating with a strong sense of ownership and collaboration, our teams prioritize results while empowering each individual to do their best work. ABOUT THIS ROLE As a Technical Sales Specialist (TSS) at Weaviate, you will play a critical role in accelerating enterprise revenue growth by partnering closely with our Enterprise Account Executives (AEs) to identify, develop, and advance high-value sales opportunities. This is a highly collaborative, customer-facing sales role that combines technical fluency, strategic prospecting, consultative selling, and hands-on deal execution. You will work alongside Enterprise AEs throughout the sales cycle, helping uncover new opportunities, engage technical and business stakeholders, navigate complex customer requirements, and drive deals toward successful outcomes. You will serve as a key extension of the Enterprise sales team, bringing the technical understanding and commercial instincts needed to translate Weaviate's AI-native vector database capabilities into compelling business value. From identifying expansion opportunities within our open-source community to supporting technical discovery, coordinating evaluations, and building relationships across enterprise accounts, you will help create momentum in complex sales cycles and accelerate pipeline conversion. Success in this role requires a strong sense of ownership, technical curiosity, commercial drive, and the ability to operate as a trusted partner to Enterprise AEs. You should be equally comfortable engaging developers and technical decision-makers as you are collaborating with business stakeholders to move opportunities forward. WHAT YOU'LL DO Enterprise Sales Partnership & Deal Execution - Partner closely with Enterprise AEs to develop and execute account strategies that drive pipeline creation, opportunity progression, and revenue growth. - Act as an extension of the Enterprise AE team, supporting opportunities throughout the sales lifecycle, from initial qualification and technical discovery through evaluation, negotiation support, and closing. - Collaborate with AEs to identify key stakeholders, map buying committees, develop account engagement strategies, and build relationships across complex enterprise organizations. - Proactively identify and address technical, commercial, and organizational obstacles that could delay or prevent deals from progressing. - Help drive deal momentum by coordinating customer follow-ups, technical resources, stakeholder engagement, and next steps. - Partner with AEs on account planning, opportunity strategy, and deal reviews to ensure strong execution against revenue objectives. - Take ownership of defined sales activities and opportunities while maintaining close alignment with the Enterprise AE responsible for the account. Technical Discovery & Solution Selling - Lead and support discovery conversations with technical and business stakeholders to understand customer architecture, use cases, challenges, and business objectives. - Develop a strong understanding of Weaviate's technology, including vector search, embeddings, retrieval-augmented generation (RAG), AI/ML workflows, APIs, and cloud-native infrastructure. - Translate complex technical capabilities into clear business outcomes and compelling value propositions. - Partner with Solutions Engineering to coordinate technical deep dives, product demonstrations, proof-of-concept (POC) evaluations, and solution validation. - Help customers understand how Weaviate integrates into their existing technology environments and supports their AI initiatives. - Identify technical requirements, success criteria, and potential blockers early in the sales process to improve qualification and accelerate deal progression. - Build credibility with developers, architects, engineering leaders, and technical decision-makers while connecting technical value to broader enterprise priorities. Pipeline Generation & Strategic Prospecting - Proactively identify and develop high-value opportunities within assigned enterprise accounts and territories in partnership with Enterprise AEs. - Leverage Weaviate's open-source community, product usage signals, inbound engagement, and intent data to uncover organizations demonstrating meaningful adoption or commercial potential. - Identify opportunities to convert open-source users and existing product adoption into enterprise sales conversations. - Execute targeted outbound prospecting and account-based engagement strategies across technical and business stakeholders. - Partner with Marketing, Developer Relations, and Business Development to capitalize on inbound demand, community engagement, and relevant buying signals. - Research target accounts to identify AI initiatives, infrastructure requirements, potential use cases, and opportunities for Weaviate adoption. - Develop personalized outreach strategies that connect customer challenges and technical needs to Weaviate's capabilities. - Maintain a consistent focus on generating qualified pipeline and advancing opportunities that contribute to enterprise revenue goals. Account Development & Expansion - Work alongside Enterprise AEs to deepen engagement within strategic accounts and identify opportunities for additional use cases, teams, and workloads. - Build relationships with multiple stakeholders across engineering, data science, AI/ML, IT, and business functions. - Identify expansion signals through customer engagement, product adoption, and evolving technical requirements. - Support account penetration and multithreading strategies to expand Weaviate's presence within enterprise organizations. - Help develop account-specific value propositions, customer use cases, and business cases that support enterprise adoption and expansion. - Collaborate with internal stakeholders to ensure continuity between technical evaluation, commercial discussions, and long-term account development. Sales Process, Collaboration & Execution - Maintain accurate opportunity records, customer interactions, next steps, and pipeline activity in Salesforce, HubSpot, or other CRM systems. - Work closely with Enterprise AEs, Solutions Engineering, Marketing, Developer Relations, and Revenue Operations to ensure coordinated account engagement and effective sales execution. - Support opportunity qualification using established sales methodologies such as MEDDIC, SPIN, or Challenger. - Help develop and refine sales plays, technical messaging, competitive positioning, objection handling, and other enablement resources. - Participate in pipeline reviews, deal strategy sessions, and account planning discussions to identify risks, opportunities, and actions required to advance deals. - Consistently demonstrate urgency, accountability, and strong follow-through in managing customer interactions and internal deliverables. - Contribute to a culture of continuous improvement by sharing customer insights, competitive intelligence, and feedback that strengthens the broader Enterprise sales organization. WHAT WE ARE LOOKING FOR - Experience: 4+ years of B2B software sales experience in a competitive, fast-paced environment, ideally within enterprise SaaS, developer tools, databases, cloud infrastructure, or AI/ML technologies. - Enterprise Sales Exposure: Experience supporting or managing complex sales cycles involving multiple stakeholders, technical evaluations, and enterprise buying processes. - Technical Fluency: Strong technical aptitude and the ability to confidently discuss APIs, cloud architecture, databases, vector search, LLMs, and AI/ML use cases with technical audiences. - Sales Partnership: Demonstrated ability to collaborate effectively with Account Executives, Solutions Engineers, and cross-functional teams to advance opportunities and achieve shared revenue objectives. - Consultative Selling: Ability to conduct meaningful discovery, uncover customer needs, qualify opportunities, and connect technical solutions to measurable business outcomes. - Pipeline Development: Proven experience identifying, prospecting, qualifying, and developing sales opportunities through outbound engagement, inbound leads, and account-based strategies. - Deal Execution: Strong understanding of enterprise sales processes, including stakeholder mapping, opportunity management, technical validation, objection handling, and deal progression. - Relationship Building: Ability to establish credibility and build trusted relationships with developers, engineering leaders, technical decision-makers, and business stakeholders. - Commercial Mindset: Strong revenue orientation with a track record of meeting or exceeding sales targets and contributing to pipeline and bookings growth. - Sales Methodology: Familiarity with structured qualification and sales methodologies such as MEDDIC, MEDDPICC, SPIN, or Challenger is highly desirable. - Communication: Exceptional verbal and written communication skills, with the ability to simplify complex technical concepts and articulate compelling value propositions. - Execution & Ownership: Highly organized, proactive, and detail-oriented, with the ability to manage multiple opportunities, prioritize effectively, and drive initiatives forward with minimal oversight. - Collaboration & EQ: High emotiona