The Role
Lead DeepFrame’s US go-to-market as the first commercial hire. Sell enterprise video-intelligence solutions, source and close technical deals, scope paid pilots, convert pilots to production contracts, and build the sales process from zero. Partner with the CEO, CTO, and founding engineer on customer strategy, pricing, technical discovery, product feedback, AWS Marketplace distribution, and initial team expansion.
Summary Generated by Built In
Founding GTM Lead, DeepFrame
DeepFrame is:
The Role:
How the US team works:
Who you will sell to:
Your first 90 days:
Strong pluses:
Not a fit if:
DeepFrame is InfiniMind's video intelligence platform. Enterprises point it at video they already have - broadcast programming, in-store footage, inspection and operations video - and get evidence-backed answers: search across thousands of hours, questions answered with timestamped clips, and rulebook reviews that turn a company's own standards into findings with severity and proof.
The core idea: enterprises do not act on AI they cannot verify. Every DeepFrame output links back to the exact moment in the video. One engine runs every use case; domain knowledge lives in rulebooks and instructions, not custom code. We are not an AI wrapper: InfiniMind builds the full stack, from its own video-understanding foundation models to the search engine and agents on top. It runs as SaaS or single-tenant in the customer's own AWS account, with on-prem options for footage that cannot leave the building.
DeepFrame has paying enterprise customers in Japan in broadcasting (pre-air compliance review) and retail operations (in-store behavior analysis). We are now building the US business, and you are the first US commercial hire to do it.
A player-coach seat: in year one you are the US sales team.
- ~60% selling - you source, run discovery, scope the pilot, price, negotiate, and close. The CEO opens doors and joins key meetings for the first 60-90 days, then the pipeline is yours.
- ~30% strategy and motion - working directly with the CEO to find the US customer clusters DeepFrame should win first as the product evolves, then positioning, pricing guidance, the pilot-to production playbook, and CRM as system of record.
- ~10% product signal - what you hear in deals goes straight to the Tokyo product and engineering team, weekly.
You will work every day with a US founding software engineer (hired in parallel) who handles technical evaluations and pilot delivery with you. Once the motion repeats, you help hire and coach the next sales hire.
You and the US founding software engineer are DeepFrame's US team. You own the customer and the deal; they own the technical evaluation and delivery. You lead prospecting and qualification; they join from technical discovery through production.
- Daily with the CEO on the business side - pipeline, pricing, deal strategy, and which accounts and verticals to prioritize
- Daily with the CTO on the technical side - what DeepFrame can do today, what US customers need next, and what we commit to in a pilot
- A short daily sync across Palo Alto and Tokyo (late afternoon Pacific / morning Japan), plus a weekly US pipeline and pilot review
- You report to the CEO. When commercial and technical priorities conflict, the CEO decides what we commit to a customer, with the CTO owning technical feasibility
Where we expect to start in the US, and where you will help us decide where to focus:
- Media and broadcast - standards and practices, compliance, archive and library teams at networks, studios, and station groups
- Retail and consumer goods - store operations, category and shopper-insight teams
- Enterprises with large video estates - operations, safety, and training video
- AWS Marketplace and co-sell as a distribution channel across all of the above
Typical deal: a paid pilot on the customer's own video, converting to an annual platform contract. Buyers are a business owner (compliance, operations) plus a technical evaluator (data, ML, or IT security).
- Day 30 - Run a DeepFrame demo and discovery call unaided. Target account list of ~50 US accounts with named buyers. First meetings booked from your own outreach.
- Day 60 - Qualified pipeline built mostly from your own sourcing. At least two US paid pilots scoped and priced. AWS Marketplace listing path underway with our AWS partner team.
- Day 90 - First US pilot signed. Playbook v1 written down: ICP, qualification, pilot-to-production steps, pricing guidance. A clear view on which vertical to double down on.
Must-haves:
- 6+ years of B2B enterprise sales in the US, carrying a personal quota, with at least 2 years as a closer (AE or equivalent), not only management
- Personally closed technical deals of $100K+ ACV in recent roles - AI/ML, data infrastructure, computer vision, or media technology
- Built pipeline from zero - a new product, new market, or new territory, without an inbound funnel or SDR team
- Has taken a pilot / POC to a production contract and can walk through who the economic and technical buyers were and what nearly killed the deal
- Can run a technical conversation with a data or ML engineer without a sales engineer in the room
- Authorized to work in the United States by your start date; we do not sponsor visas for this role
- Based in the Bay Area, in person in Palo Alto at least 3 days a week, and able to travel to customers
- Sold into media and entertainment (networks, studios, broadcasters, MAM/archive vendors)
- First or second sales hire at a seed-to-Series B startup
- AWS Marketplace, co-sell, or cloud-partner channel experience
- Worked with teams and customers outside the US, especially Japan; working proficiency in Japanese is a plus, not required
Not a fit if:
- You need a team, a marketing engine, or an SDR team in place in year one
- Your recent wins came from a strong inbound funnel or an established brand
- You prefer to design process before you have closed a deal
Skills Required
- 6+ years of B2B enterprise sales experience in the United States
- At least 2 years as a closer, such as an Account Executive or equivalent, with personal quota responsibility
- Personally closed recent technical deals worth $100,000 or more in annual contract value involving AI/ML, data infrastructure, computer vision, or media technology
- Built pipeline from zero through a new product, market, or territory without an inbound funnel or SDR team
- Taken a pilot or proof of concept through to a production contract
- Able to conduct technical conversations with data or ML engineers without a sales engineer present
- Authorized to work in the United States by the start date
- Based in the Bay Area and able to work in person in Palo Alto at least 3 days per week
- Able to travel to customers
- Experience selling into media and entertainment, including networks, studios, broadcasters, or MAM/archive vendors
- Experience as a first or second sales hire at a seed-to-Series B startup
- AWS Marketplace, co-sell, or cloud-partner channel experience
- Experience working with teams and customers outside the United States, especially Japan
- Working proficiency in Japanese
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The Company
What We Do
CX2 (Cox Exponential) is the early stage venture vehicle for Cox Enterprises. Founded by technologists with decades of experience leading startups and building AI/ML products, CX2 partners with exceptional entrepreneurs and early stage companies to maximize their business potential.
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