Founding Client Partner — Enterprise Software Engineering

Hoyst Labs Enterprise; United States; Hybrid; USD 150,000 - 250,000; Full time

Benefits offered by this job

Equity opportunity

Job summary

Hoyst Labs is seeking a founding Commercial Partner to originate high-value enterprise engagements. You will access the right buyers, qualify opportunities, and nurture long-term client relationships that blend technical judgment with execution capability.

This is a commission-based, equity-backed founding role with no base salary initially, focused on architecture, modernization, cloud, data, AI, and responsible commercial leadership in a remote US setting.

Qualifications

• Experience selling complex B2B technology, consulting, or software engineering engagements.
• Proven relationships with enterprise technology decision-makers, not just broad networks.
• Ability to cite concrete deals originated and moved to revenue.
• Comfort selling architecture and engineering outcomes with credible discovery.

Responsibilities

• Originate qualified opportunities through your network and targeted outreach.
• Build relationships with CIOs/CTOs/VPs of Engineering and other buyers.
• Qualify opportunities for strategic, technical, and commercial fit.
• Incorporate technical leadership into the sales process to shape solutions.
• Own progression: follow-up, stakeholder mapping, and proposals.
• Protect margin by avoiding unrealistic scope or staffing assumptions.

Skills

Enterprise sales

C-suite engagement

Strategic partnerships

Networking

B2B technology sales

Job description

Founding Client Partner
Enterprise Software Engineering.

Remote — United States Commission-based No base salary initially Equity opportunity

Build the commercial partnership.

Hoyst Labs is building a senior-led software architecture and engineering firm for substantial, technically difficult client engagements. The technical delivery capability already exists. The missing piece is a founding commercial partner who can create access to the right buyers, originate qualified opportunities, and help turn those opportunities into durable client relationships.

The partnership model.

You create access, relationships, qualification, and commercial momentum. Technical leadership helps win the room by understanding the system and defining a credible solution. The engineering team then delivers what was sold.

This is not a traditional SDR role, a high-volume outbound job, or a position selling commodity developer hours. The goal is to win meaningful architecture, modernization, cloud and platform, software engineering, data, and applied-AI engagements where clients need both technical judgment and execution capacity.

WHAT WE SELL

The model begins with valuable technical work and expands when the problem warrants it. The objective is not to maximize billable headcount; it is to become the accountable engineering partner for difficult initiatives.

Architecture & Technical Discovery

Technical assessment, target-state architecture, modernization strategy, technical specifications, implementation planning, and high-risk validation.

Enterprise Software Engineering

New applications and platforms, major rebuilds, APIs, backend and frontend systems, integrations, data systems, performance, and modernization.

AWS, Azure, and GCP migration, cross-cloud work, application changes, infrastructure as code, CI/CD, deployment, security, reliability, and operations.

AI, Data & Automation

Applied AI and agents, retrieval, workflow automation, data integration, evaluation, security and privacy controls, and production integration.

Technical Rescue

Architecture, delivery, reliability, scalability, cost, or technical-debt problems that require senior diagnosis plus implementation.

What you will own

• Originate qualified opportunities through your network, targeted outreach, partnerships, and relationship development.
• Build relationships with CIOs, CTOs, VPs of Engineering, Product, and Technology, business executives, PE operating partners, and other buyers of consequential software work.
• Qualify whether an opportunity is strategically, technically, commercially, and financially appropriate for Hoyst Labs.
• Bring technical leadership into the sales process at the right time to diagnose the problem, shape the solution, and establish credibility.
• Own opportunity progression: follow-up, stakeholder mapping, proposal coordination, commercial discussion, procurement navigation, and close.
• Protect margin and delivery quality by refusing to sell unrealistic scope, timelines, or staffing assumptions.
• Develop existing accounts into longer-term architecture and engineering relationships when there is real additional value to provide.
• Help shape the company’s commercial model, ideal-client profile, vertical focus, partnerships, and repeatable sales process as the firm grows.

What technical leadership owns

• Technical discovery and solution architecture.
• Engineering estimates and delivery approach.
• Architecture diagrams, specifications, data, API, and security design, and technical scope.
• Selection and leadership of the engineering delivery team.
• Code, infrastructure, deployment, technical quality, and production execution.

You are likely a strong fit if you

• Have personally originated and helped close complex B2B technology, consulting, professional-services, or software-engineering engagements.
• Have real relationships with enterprise technology or business decision-makers, not simply a large social-media network.
• Can point to specific substantial deals you helped create, including how the relationship started, how the buying group formed, and how the deal closed.
• Understand that selling architecture and engineering requires discovery and credibility before a proposal can be accurate.
• Can sell an outcome without overselling capabilities, underpricing risk, or treating engineers as interchangeable units.
• Are comfortable operating without a large marketing department, inbound pipeline, or established enterprise sales machine.
• Want to help build the commercial side of a company rather than inherit a mature sales process.

Especially relevant backgrounds

• Enterprise technology consulting or professional-services sales.
• Client partner or account executive roles at engineering, cloud, data, AI, or digital product firms.
• Fractional CRO, VP Sales, or business-development leadership with a record of originating services work.
• Former consulting principals, practice leads, or operators with strong buyer relationships and commercial instincts.
• Industry leaders with credible networks in healthcare, energy, manufacturing, SaaS, regulated industries, or private-equity portfolio operations.

Not a fit if

• Your model depends primarily on purchased lead lists and mass cold outreach.
• You need an established brand, inbound funnel, sales-development team, and prebuilt pipeline to be effective.
• You have connections but cannot identify real examples of opportunities you originated and moved to revenue.
• You prefer to close a deal and disappear rather than remain accountable for the client relationship.
• You are comfortable promising delivery dates, scope, or technical approaches before engineering has validated them.
• You view the delivery team mainly as low-cost capacity to mark up rather than as the product-quality engine of the firm.

Success in the first six months

• Define an initial ideal-client profile and a practical list of target accounts and relationships.
• Create a repeatable pipeline of qualified conversations rather than one-off introductions.
• Establish the sales operating rhythm: opportunity notes, next actions, decision-makers, commercial stage, and probability.
• Originate and progress multiple substantial opportunities into technical discovery and proposal stages.
• Close the first meaningful client engagements without compromising delivery quality or margin.
• Identify which verticals, buyer profiles, and engagement types produce the strongest repeatable fit.

COMPENSATION

This is a commission-based founding role with no base salary initially. Commission is tied to collected client revenue under a written agreement. There is also a meaningful equity opportunity for a long-term founding partner who demonstrates sustained contribution. Final terms and legal structure will be agreed before work begins.