Role description
FirstWorkAbout Firstwork
Firstwork exists so that every frontline worker gets the same personal, 24/7 support in starting and staying in a job that a senior professional gets from a dedicated recruiter, made affordable by AI.
We're an applied AI company running frontline workforce operations for staffing firms and large employers of hourly and shift workers. Our software does the work that sits today with recruiters, compliance teams and outsourced back offices, from a worker's first application into the job itself. We support 150,000 workers a month across more than 80 countries, for customers including Job&Talent, Deel, Wonolo, BGSF, ProLink and Multiplier. Our Series A was led by Earlybird Venture Capital alongside Gradient Ventures and Y Combinator.
The role
Open Firstwork's US enterprise market. You'll sell AI that takes on the operational work of hiring and keeping frontline workers across hundreds of locations, so every new hire is ready on day one and supported once they start. Firstwork sits on top of the systems that customers already use, lands in one workflow or site, and expands across the business.
You'll sell to large employers of hourly workers in retail (pharmacy, optical, fulfillment, distribution), restaurants (corporate and PE-owned QSR groups), hospitality (hotel groups) and logistics. Your economic buyers are the CPO/CHRO, COO and CFO, sometimes the CIO. Your champions run onboarding, talent acquisition, people operations or operations. You'll win over HRIS, security and procurement along the way.
What you'll do
Pick named enterprise accounts, get the first meeting and turn it into a funded initiative where no buying process existed
Map and multi-thread the whole buying group: champion, economic buyer, blockers, technical and security stakeholders, procurement
Build the business case on labor, compliance and operational cost, and take it through security review and procurement
Land in one department or site, then expand site by site and department by department
Sell alongside our AI Deployment Specialists, forward-deployed engineers and consulting partners
What we're looking for
6+ years of professional experience, including 3+ years closing new business and 2+ years selling to large enterprises ($1B+ revenue or 10,000+ employees)
You've personally sourced into complex named enterprises with no active buying process and turned that into a funded initiative, and you can explain exactly how
You've closed six-figure deals through security review and procurement as the lead seller, more than once
You've sold to a CHRO, COO, CFO or equivalent, multi-threaded across operations, IT and security, and procurement
You've sold technology where the business case rested on labor, productivity, compliance, service or operational cost
You've expanded an account after the first deal
Strong signals
A consultative transformation or applied AI background
You've started or have an interest in selling AI agents that replace contact-center, HR service or back-office labor to large employers
You've sold into retail, restaurant, hospitality or logistics employers with large hourly workforces
You've sold alongside Workday, SAP or Oracle HCM and handled "why not use our existing system"
You've worked deals with a consulting or systems-integrator partner and run named-account plans with marketing
You've sold HR, workforce or compliance technology
Firstwork is an equal opportunity employer. We evaluate applicants without regard to race, color, religion, sex, national origin, age, disability, or any other protected status.