Founding Sales

Four months ago Mastra was an incredibly popular open-source agent tool with very little monetization. Then we launched our platform, our head of demand gen joined, and our chief of staff joined. Now we’re closing a couple of deals a week.

So now we’re looking for you to join. Yeah, that’s right, you. You’ll be our founding AE.

This is the second dedicated sales hire at Mastra. Our pipeline is growing faster than one person can work it. The math to our 2026 number says we need you.

You'll start day 1 with a warm pipe. Your job is to run the motion hard, then make it better.

We tilt full-cycle, mid-market. Think: Series A–C companies, usually with regulatory or infra constraints. Hot leads that land as existing users of the open-source framework, and a sales cycle measured in mid-single-digit weeks. You'll talk to eng leaders, earn their trust, and close.

What you'll be selling

Mastra is the open-source TypeScript-native framework and platform for building AI agents with a serious developer following, and the commercial products that following graduates into:

• Platform (Enterprise) — Studio, Server, and the infrastructure teams use to develop, run, debug, observe, and scale agents in production. Hosted by us or self-hosted for regulated and air-gapped orgs.

• Agent Builder — build and edit agents without touching code. This is the wedge into non-technical buyers and the centerpiece of more and more conversations.

• Concierge — embedded Mastra engineers (FDE model) shipping alongside the customer's team, with direct access and SLAs.

These conversations need an expert craftsmen who can run discovery, scope a solution, and close. And, by the way — we’ll be launching some more products at our conference in late January — we think could double your close rate.

What great + What’s hard about this job + what you’ll need

Every week at Mastra is a launch week. Read our blog to get a sense. The product is constantly evolving. So you have to be the kind of person who finds that energizing.

Our platform and enterprise features are still relatively new. Our most attractive features, like trace intelligence, agent learning, and knowledge, are still in early access.

You need to be able to understand how our open-source developer framework works. Not on the level of an engineer, but you’ll need to come across as a smart PM that can understand their use cases and challenges. Dev tools, OSS, infra, or AI sales experience is a strong plus. Comfort with ambiguity and constant change is non-negotiable.

We have a lot of small startups and bootstrapped startups and you need to be willing to sell some $5K-$10k deals to highly enthusiastic users that don’t have a ton of budget, at least for the first few months. That’s one of the reasons this is closer to a 60-hour-a-week job than a 40-hour-a-week job.

The best founding sellers we've seen are former founders (or founder mentalities) who are product-obsessed, customer-obsessed, and insanely driven.

We don't need you to invent the process. We need you to adapt it, push on it, and tell us what to fix.

Process

Introductory Call: Margarita, our recruiter (30 minutes)

First Interview: Josh, Chief of Staff (1 hour)

Remote Super Day:

A. Sam, CEO (45 minutes)

B. Shane, CPO (45 Minutes)

C. Aron, Head of Demand Gen (45 Minutes)

The first 45 days

Week 1: Mostly training. Listen in on all active sales deals. We’ve also got more game tape than you’d have time to watch, dozens of case studies in written and video form.

Week 2-3: Game on. We’ll quickly ramp up to 10-15 first meetings / week. Remember, our pipeline is our community. We need you to qualify aggressively but gracefully.

Week 4-5. Deep dives. Your first deal or two should be in procurement — at least. You’re starting to viscerally feel how to accelerate the process and move folks through the pipeline.

Week 6-7. Closing time. Our Chief of Staff closed his first enterprise logo 43 days into starting the job. With a new platform. You’d better beat his time — and we’ll toss 2K to you (extra) for each enterprise license deal you close before this date.

One last thing

We’re competitive here, but we’re nerds, we play fair, and we’re a team. Our founders sat on weekend evenings during their winter YC batch at the SF Athletic bar and watched the playoffs, Vikings vs Lions and Rams vs 49ers on the big screen while they drank beer and coded.

Each one of them roots for a different team but they all cheered together and went home as friends. We all want to win and we all win together.

If you work out here we’ll have five people you help us hire in not too long. That means we won’t hire jerks, so don’t be one. Chat soon.

Mastra is the open-source TypeScript framework for building AI agents. Built by the team behind Gatsby, backed by Y Combinator and Spark Capital, with $35M raised total. We went from 0 to 28k+ stars and 2M+ weekly npm downloads in less than 2 years.

Small team, shipping fast, fully remote. Most of us work across North American and European time zones.