Strategic Business Development, Startups Lead

Required

• We need someone who:
• Learns fast: You get up to speed on a new product, customer, or market quickly, and you rarely need something explained twice. We ship frequently; you learn each release from the docs and the engineers who built it, then explain it accurately to customers.
• Moves from idea to live: You turn an idea for an offer or a program into something customers can use, document just enough to make it repeatable, and refine it as results come in, rather than waiting on a finished strategy document.
• Keeps founder pace: You work the way startups do: you respond quickly on whatever channel a founder prefers, move from first conversation to signed deal in days or weeks, and run deals yourself rather than through a team.
• Own startup revenue: qualify and close inbound demand, grow accounts as customers move into production, and take new offerings to startups as our platform expands.
• Build outbound alongside a strong inbound flow, using hackathons, developer communities, and VC and accelerator relationships to find the startups that should be building on Liquid.
• Design and run our startup program: who qualifies, what they get (credits, community, access to our team), and how they move to paid usage, with economics that work for Liquid.
• Create commercial offers that make deals repeatable, such as committed-spend agreements backed by dedicated capacity, and sell them.
• Turn customer feedback into product improvements: bring friction in billing, limits, documentation, and missing features to engineering as clear, prioritized requests, and follow them through to release.
• Experience & Capabilities
• Sharp commercial judgment, the capability that matters most in this role: you can design an offer or deal structure (credits, usage-based pricing, committed spend) that works for the customer and for Liquid, and walk through its economics.
• A track record of selling directly to startups: you have closed deals with founders and technical teams and know how they evaluate, buy, and scale.