Product Specialist
Product Specialists at AI companies bring deep product and domain expertise into enterprise sales cycles, supporting account executives on complex deals where the buyer needs more depth than a generalist seller can provide. In practice, this slug skews toward regulated-industry sales—financial services, healthcare, government, life sciences—where the specialist's edge comes from fluency in regulatory frameworks and compliance requirements as much as from product depth. The day-to-day involves leading discovery and proof-of-value engagements, articulating differentiated value propositions to mixed technical-and-business audiences, and helping account teams navigate the longer evaluation cycles typical of regulated buyers. These roles typically sit within enterprise sales or field engineering organizations, partnering with account executives, solutions architects, and product on the most complex opportunities in the pipeline.
Skills
What companies are looking for in this role.
Identifying, qualifying, and closing sales opportunities within defined territories through consultative discovery and value hypothesis validation
Orchestrating and managing proof-of-value engagements and proof-of-concept projects to demonstrate product value and drive adoption
Running complex, multi-threaded sales cycles navigating executive, technical, and line-of-business stakeholders across multiple organizational levels
Partnering with account executives and solution architects to drive territory-based revenue growth and account team coordination
Articulating technical product value propositions to diverse personas including platform teams, developers, data teams, and C-level executives
Competitive positioning and displacement of legacy or incumbent solutions through strategic messaging and competitive analysis
Translating complex technology capabilities into business outcomes and measurable impact metrics such as cost efficiency, governance, and speed to insight
Understanding and communicating architectural benefits of modern data platforms, operational databases, and AI-native applications
Selling AI-powered and generative AI solutions to enterprise business and technical stakeholders
Engaging with and positioning solutions to security operations and compliance stakeholders including CISOs and security teams
Building trusted advisory relationships with customers and acting as subject matter expert on product capabilities and industry architectures
Developing and delivering customer enablement, playbooks, and field training to scale sales team competency
Collaborating across cross-functional teams including product, engineering, customer success, and operations to drive customer outcomes
Creating customer references, case studies, and market-facing storytelling to demonstrate product impact and build brand awareness
Forecasting accurately and managing pipeline visibility through data-driven account planning and sales discipline
Gathering customer feedback and insights to inform product strategy and roadmap prioritization
Technology
The tools and technologies that define this role.
Open Jobs
31 open Product Specialist jobs across 8 companies.
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