About Exa

We raised a $250M Series C to build the search engine for AIs. Led by a16z, with existing investors Benchmark, Lightspeed, and YC doubling down, the round brings Exa's valuation to $2.2 billion.

Exa is building a search engine for the AI era. Our Search API currently powers Agents, Fortune 500s and AI labs as we transform an industry that hasn't been disrupted since the 90s. We're a largely SF-based team of ~100 from Harvard, MIT, Meta, Google Research, ex-founders & dropouts alike.

We are rapidly building the most intelligent search engine in history. We're high agency, low-ego, and united by the feeling that this is one of the last problems worth getting right.

About the Role

Exa is selling a new category of infrastructure to technical buyers who have never bought it before. That means our sellers have to explain retrieval quality, agent architectures, and why the search layer matters, then handle objections from engineers. Right now the best version of that pitch lives in a few people's heads.

You will own the messaging, assets and serve as the bridge between sales and product. You'll build the narrative sellers use, the proof they lean on, the competitive answers they need, and the ramp that gets a new AE ready in weeks rather than months. Every product launch and use case flows from the PMM to the field.

Craft is important. The bar is whether sellers actually use what you build, which means you spend real time listening to calls and spending time with customers.

This is also an AI-first role at an AI-first company. Mining call recordings for objection patterns, keeping battlecards current, and drafting enablement material should be workflows you build, not a backlog you staff.

This role is based in-person at our San Francisco HQ.

What You'll Own

Core sales assets

Own the narrative sellers deliver along with the assets that support it: the deck, the demo storyline, the one-pagers, and the technical proof that backs each claim. Help with customer stories and partner co-marketing. Success is measured by adoption (are reps actually using it) and by pitch consistency across the team.

Objection handling and competitive positioning

Own battlecards, competitive teardowns, and the answers to objections that could stall deals. Keep them current as the landscape shifts. Success is measured by win rate against named competitors and by seller confidence in contested deals.

Onboarding and ramp

Own the curriculum that takes a new AE or SE from day one to first qualified pitch: certification, role plays, and the technical foundation on search, retrieval, and agents. Success is measured by time to ramp and by certification pass rates that mean something.

Launch enablement

Own the field side of every launch: what sellers need to know, say, and send on day one. You are the reason a launch converts into pipeline rather than a blog post. Success is measured by launch-day field readiness.

Enablement operations and content governance

Own where enablement content lives, how it stays current, and how you retire what's stale. Own the call review loop that tells you what's working. Success is measured by content freshness and by sellers finding the right asset without asking.

AI-first workflow design

Design and deploy AI-powered workflows (Claude, call-recording analysis, competitive monitoring) that keep enablement material current automatically. If a step runs manually more than twice, you should be itching to automate it.

What Success Looks Like

A new AE can deliver a credible technical pitch within their first month.

Sellers handle the top objections without escalating to product or founders.

Battlecards are current within days of a competitive move, not quarters.

Every launch lands with the field ready on day one.

Reps choose your material over building their own decks.

Win/loss themes flow back into positioning with specifics attached.

What This Role Does Not Own

Vertical messaging: Product Marketing (vertical PMM).

Organic discovery, technical blog, and AEO/SEO content: Technical PMM for Content.