About the role
Hodor is the security gateway for AI agent governance — between your harnesses and your applications, making sure each agent has the right tools for the right job. Nothing more.
https://www.hodor.ai/
Create your territory. Cold call. Own your pipe end to end. This is the first sales hire at Hodor — no inbound, no SDR feeding you, no playbook to inherit. You decide who to attack, you pick up the phone, you close, and you write the motion the rest of the sales team will run on. Build like a founder.
- Create your own territory — choose the segments, accounts and personas worth attacking, and defend the thesis.
- Cold call, every day. Phone, email, LinkedIn, events — whatever gets the first real conversation.
- Own your pipeline end to end: discovery, technical evaluation, security review, pricing, negotiation, close. Run POCs with security and platform teams, and turn pilots into signed contracts. Write the playbook as you go — ICP, qualification, objection handling, pricing, and the collateral behind it.
- Bring the market back to the product: what enterprises ask for, what blocks a deal, what wins one.
- Stand up the GTM stack — CRM discipline, sequences, forecasting — so the next hires inherit a system, not a mess.
- Represent Hodor in the field: meetups, conferences, CISO and platform-leader circles.
- Hire and ramp the first AEs and SDRs once the motion is repeatable.
What you bring
- Real closing experience in B2B SaaS — you've carried a quota and beaten it, and you can walk through the deals.
- You cold call without flinching. Prospection is the job, not a chore you delegate.
- Comfort selling a technical product to technical buyers — CISOs, CTOs, platform and security teams.
- Founder mentality: no inbound, no playbook, no safety net — you'd rather build the machine than operate someone else's.
- Enterprise deal instincts: multiple stakeholders, procurement, security questionnaires, legal.
- Fluent in French and English — we sell in France first, Europe next.
Nice to have
- You've sold cybersecurity, developer tools, or data infrastructure.
- You were among the first ten at a startup and watched a GTM motion go from zero to repeatable.
- Familiarity with AI agents, MCP, or how large enterprises are actually deploying LLMs internally.
- You build your own GTM tooling and automations (Clay, HubSpot, Apollo) rather than just using them.
Not for you if…
- You need inbound leads or an SDR to fill your calendar.
- You want a defined territory, a mature playbook, and a comp plan that never moves.
- You think cold calling is beneath you.
- You'd rather manage a team than close deals yourself for the first year.
- You prefer fully-remote work (we work 3+ days a week from the office).
- You don't thrive at the fast pace of early-stage startups.
Why join us
- A real problem to solve: AI agent security is the strategic question of the moment. It isn't one more feature — it's a defence against an existential risk for large enterprises.
- You're not joining a sales org, you're founding one — and the playbook has your name on it.
- Momentum: pre-seed already raised (Hexa and others), seed planned within 6–12 months. You join a team that's accelerating.
- Winners of the VivaTech Innovation of the Year award, and part of a top Station F programme.
- Work shoulder to shoulder with the founders, with a direct line to the roadmap you're selling.
- French and sovereign by design — based in Paris, French infrastructure, European values.
Interested ? Apply here: https://www.hodor.ai/careers/apply?role=founding-sales