Responsibilities

• Own the full pipeline from sourcing through expansion across all three GTM lanes: enterprise anchor deals, Shadow Mode pilots, and PLG self-serve.
• Run targeted outbound to Directors of Engineering and Heads of AI at seed-to-Series D AI companies.
• Drive enterprise deal cycles from first call to signed contract.
• Design, iterate on, and document the GTM motion, identifying what works and how to scale it.
• Partner closely with the CEO on positioning, deal strategy, and ICP refinement.

Requirements

• Early-stage GTM experience, ideally at a developer tools or infrastructure company.
• A track record of owning a revenue number and being held directly accountable to it.
• Technical fluency strong enough to have credible conversations with engineering leaders.
• A builder mentality: you enjoy creating structure from scratch rather than following an existing playbook.
• Strong written and verbal communication skills.
• Prior experience selling to AI engineering teams is a plus.
• Experience running PLG and enterprise motions in parallel is a plus.
• An existing network in the Bay Area AI/ML ecosystem is a plus.