Responsibilities

• Build the GTM Strategy
• Translate RAI’s product and company strategy into clear customer segments, use cases, positioning, and routes to market.
• Define pricing, packaging, licensing models, commercial terms, and tiers of engagement.
• Determine how RAI sells directly, through partners, through marketplaces, and through channels such as global systems integrators.
• Build a repeatable commercial model across enterprise intelligence products, APIs, content licensing, AI infrastructure, and strategic partnerships.
• Build the Revenue Engine
• Create and manage the pipeline, qualification process, sales stages, forecasting, and commercial operating cadence.
• Develop the sales playbooks, materials, tools, and processes required to move opportunities efficiently.
• Partner with Business Development to convert executive-level opportunities into structured commercial pursuits.
• Establish clear ownership, metrics, and accountability from initial interest through signed agreement and expansion.

Requirements

• 10+ years building and scaling enterprise GTM for data, developer infrastructure, cloud, or intelligence platforms.
• Has taken a new technical product from a small number of strategic opportunities into a repeatable commercial business.
• Deep experience selling complex, multi-stakeholder enterprise deals involving product, engineering, data, legal, procurement, security, and executive buyers.
• Proven ownership of pricing, packaging, licensing, usage-based models, enterprise agreements, and commercial architecture.
• Strong track record designing pilots that convert into production deployments, multi-year contracts, and account expansion.
• Experience building pipeline, qualification, forecasting, sales process, revenue operations, and executive deal reviews from the ground up.
• Has built partnerships that directly create distribution and revenue, including GSIs, cloud providers, technology platforms, marketplaces, agencies, data partners, and embedded product partners.
• Understands how to structure partner economics, joint offerings, co-selling motions, referral models, reseller agreements, implementation partnerships, and rules of engagement.
• Has worked closely with strategic business development leaders to turn executive relationships and flagship opportunities into repeatable products and scalable revenue.
• Experience commercializing APIs, data products, AI infrastructure, enterprise software, or licensed intelligence rather than selling only seats or traditional SaaS.