Description
About Diffblue
Diffblue is one of the most powerful use cases for artificial intelligence in the world today. Developers typically spend 25% to 50% of their time writing unit tests and it is not a task most enjoy. Our product Diffblue Cover automatically writes unit tests for Java applications and works 250 times faster than a human. It never gets bored or makes mistakes. This allows our clients to deliver higher quality software much faster.
Diffblue spun out of the University of Oxford in 2016 and received the largest AI Series A funding in Europe in 2017. Having just closed our latest round of funding we are building out our go-to-market sales & marketing teams.
We promote an environment in which we support and learn from each other. We strongly believe that diversity is important for a modern business, and that when different opinions, backgrounds and life views meet, better results are obtained.
The Role
Operates from:Hybrid working, with visits to HQ in Oxford two or three times a month.
Reporting to the CRO you will play a vital role in helping Diffblue achieve its ambitious growth goals. This will start with educating and wowing early stage prospects about the groundbreaking results Diffblue can help them achieve. You will then manage the process to demonstrate those results can be achieved on a customer's own code and environment. You’ll then work with the sales team to take the performance data and build it into a compelling business case.
Key Responsibilities
- Reporting to the CRO, you will seek deeply to understand the customer’s challenges, goals and business context.
- Present our product and its value to prospects through tailored demonstrations
- Work alongside the commercial sales team and own the technical aspects of the sales process (technical discovery, qualification, scoping, set up and management of evaluations)
- Proactively build strong technical champions and expertly resolve technical objections.
- Use your knowledge in developer tools, to help deliver value by coaching them in best practices and diagnosing any issues in the deployment
- Manage the feedback loop for customer suggestions and feature enhancements back to the Product team
- Entrepreneurial mindset. You have a passion for innovation and growth
- Visit the customer site as required
Skills, Knowledge and Expertise
Essential
- 3+ years' experience in a technical pre-sales / solution engineer / sales engineer role, working with enterprise customers.
- Deep understanding of the modern SDLC, DevOps and DORA delivery metrics
- Java software developer experience
- Familiarity with Java enterprise software development toolchain
- Hands-on software development expertise with DevOps, CI/CD tools esp Jenkins
- Experience creating and optimising high impact product demonstrations and proofs of concepts
- You are comfortable both in a business and technical context so that you can demonstrate to executives how our solutions deliver value and you can address more in-depth questions with a developer audience.
- A strong track record of growth and overachieving targets in a fast paced, high-growth business working very closely with senior account executives.
Desirable
- Knowledge of application modernisation (cloud migration, API microservices etc)
- Knowledge of sales qualification frameworks such as MEDDPICC
Competencies
- Agile and Adaptable: smart, creative, can read a room and think well on their feet
- Curiosity: ability to understand a customer through effective questioning and listening and ensure the questioning feels like a conversation and not an interrogation.
- Storytelling: create and deliver a narrative that helps buyers understand the value of the product
- Communication: Great communicators internally and with clients
- Intelligence: Can learn complex concepts quickly and communicate those concepts in an easy to understand manner
- Detail oriented: capture and analyse all the data. Great project management.
- Drive and work ethic: Proactively pursuing company mission with a high degree of activity and daily energy.
Benefits
You’ll get to work in one of the hottest tech startups in the world of deep tech AI for code, applying state-of-the-art program analysis and synthesis technology to tough problems faced by development teams at the world’s leading companies. At Diffblue we offer flexible working with regular opportunities to collaborate and meet the team in person in Oxford.
Company benefits include:
- Competitive package, including employee stock options
- Private health and dental insurance plans (including 24/7 virtual GP service, additional cancer care and mental health cover)
- 8% non-contributory employer pension
- Life insurance & Income Protection schemes (including additional medical, wellbeing support)
- 25 days annual leave + Bank holidays
- Christmas shut-down (additional 3 days of holidays)
- Enhanced family-friendly benefits
- Flexible working
- Annual eye tests and £50 contributions towards glasses
- Cycle to work scheme
While we expect the future of work to continue to be a hybrid model working both remotely and in-office, we do have a great environment in our Oxford-based head office with beautiful open-plan space with lots of natural light.