Responsibilities

• Own revenue growth and enterprise adoption for River API, from strategy through execution.
• Identify and prioritize the industries, customer profiles, and use cases where custom post-trained models create the greatest value.
• Build relationships with prospective customers, understand their technical and business requirements, and guide them from initial exploration through pilot, deployment, and expansion.
• Develop and manage a pipeline of enterprise opportunities, strategic partnerships, and distribution channels.
• Create River API’s early sales playbook, including positioning, qualification, pricing, pilots, procurement, and account expansion.
• Work directly with engineering and research teams to translate customer needs into product requirements and improvements.
• Design technical demonstrations, proofs of concept, and customer solutions that clearly communicate the value of post-training open-weight models.
• Establish partnerships with model providers, cloud and GPU infrastructure companies, systems integrators, consultancies, and other participants in the AI ecosystem.
• Build scalable GTM systems, processes, and metrics while remaining deeply involved in closing River’s most important early customers.
• Represent River with customers, partners, developers, and the broader AI community.

Requirements

• Significant experience in enterprise sales, business development, partnerships, or go-to-market roles at an AI, developer infrastructure, cloud, or enterprise software company.
• A demonstrated track record of building a product or business from 0 to 1, including developing an initial market, winning early customers, and creating a repeatable growth motion.
• Experience owning meaningful revenue targets and navigating complex enterprise sales cycles.
• Strong understanding of how organizations evaluate, purchase, deploy, and expand technical products.
• Ability to communicate effectively with both technical stakeholders and business executives.
• Technical fluency developed through a STEM education, engineering or technical work experience, or extensive experience selling highly technical products.
• Exceptional ownership, judgment, and bias for action in ambiguous, fast-moving environments.
• Strong relationship-building, negotiation, and written and verbal communication skills.

Preferred

• Experience selling or partnering around foundation models, model training, inference infrastructure, developer platforms, data infrastructure, or other AI products.
• Familiarity with open-weight models, fine-tuning, reinforcement learning, model evaluation, inference, or enterprise AI deployment.
• Experience personally closing early enterprise customers before building or scaling a broader sales organization.
• An existing network among AI-native companies, enterprise AI leaders, cloud providers, model developers, or systems integrators.
• Experience developing partnerships that materially contributed to product distribution or revenue.
• Comfort discussing APIs, model architectures, training workflows, data requirements, security, and deployment constraints with engineering and machine learning teams.
• Experience working closely with founders, researchers, and engineers to shape product strategy based on customer feedback.

Benefits

• Location: Palo Alto, California.
• Benefits: Comprehensive health, dental, and vision insurance; unlimited PTO; and relocation assistance as needed.
• Visa Sponsorship: We sponsor visas and are committed to supporting the process for the right candidate.