Job Description
Strategic Telecom Pilot Lead — Defensible Networks Company: Defensible Networks Product: InScightful Location: Remote Compensation: Equity + commission Engagement: Advisor / fractional commercial lead / partner-track Required experience: Telecom enterprise sales, telecom operations, network infrastructure, service assurance, AIOps, NOC operations, OSS/BSS, or telecom vendor ecosystem About Defensible Networks Defensible Networks is building InScightful, an air-gapped generative decision-support system for telecom operations. InScightful is designed for environments where generic AI explanations are not enough. Telecom operators do not merely need a model to summarize alerts or suggest possible causes. They need defensible operational recommendations that can support incident response, RCA, service assurance, change management, and post-incident review. The core question InScightful answers is: What is the safest first intervention we can justify if service degradation continues? InScightful turns structured network and operational data into replayable, quantified, risk-aware change-ticket justifications. This is not a chatbot. It is not generic AIOps. It is a decision-proof layer for high-stakes network operations. The Role We are looking for a Strategic Telecom Pilot Lead who can help Defensible Networks land its first paid telecom pilot. Telecom experience is essential. The right person has credible access to telecom operators, network infrastructure vendors, managed network service providers, service assurance teams, or telecom operations leaders. You understand how decisions are made inside network operations, NOC environments, change management, service assurance, field operations, and executive technology teams. Your job is not to run a generic sales process. Your job is to help us identify and reach the first telecom buyer who has a painful, high-value operational workflow where defensible AI-supported intervention matters. What You Will Do You will help Defensible Networks: Identify 20–50 high-quality telecom pilot targets. Reach the right buyers inside operators, vendors, or managed network service providers. Shape a paid Decision Sprint around one workflow, one dataset, and one operational decision surface. Translate InScightful into telecom language: RCA, service assurance, outage prevention, intervention ranking, change-ticket justification, and NOC decision support. Help secure the first paid pilot. Define pilot scope, success criteria, commercial structure, and expansion path. Participate in strategic customer calls where telecom credibility matters. Help build the repeatable telecom go-to-market motion after the first pilot. Required Background You should have meaningful experience in at least one of the following: Selling into telecom operators. Selling telecom infrastructure, OSS/BSS, service assurance, AIOps, observability, network automation, or NOC tooling. Working directly with telecom network operations, service assurance, field operations, or change management teams. Holding commercial or strategic roles at companies such as Nokia, Ericsson, Cisco, Juniper, HPE/Aruba, Ciena, Amdocs, Netcracker, ServiceNow, Splunk/Cisco, Dynatrace, Datadog, or similar telecom-facing vendors. Building relationships with telecom CTO, CIO, VP Network Operations, VP Service Assurance, Head of NOC, Head of Network Engineering, or digital transformation leaders. Landing early pilots, proof-of-value engagements, or strategic enterprise deployments in telecom. Ideal Candidate You are probably a telecom enterprise sales executive, strategic account executive, telecom business development leader, former operator-side executive, service assurance / OSS commercial leader, AIOps or observability seller, network automation advisor, telecom GTM consultant, or former founder/operator with telecom buyer access. You know telecom buyers do not buy abstract AI. They buy reduced outage risk, faster RCA, safer change execution, fewer escalations, better service assurance, and operational accountability. You can speak credibly about network operations without needing a script. What Makes This Opportunity Different Telecom operators are under pressure to automate more operational reasoning, but generic AI is not enough for high-stakes network decisions. A telecom team does not merely need an AI system to say: “CPU High may be related to intermittent connectivity.” They need something closer to: “This is the safest first intervention, this is the proof chain, this is the expected operational effect, these are the alternatives