Responsibilities - Define and execute Shelby’s positioning across AI infrastructure, data platforms, and distributed compute. Translate technical capabilities into clear enterprise use cases and ROI. - Own and close early lighthouse accounts. Lead complex, multi-stakeholder sales cycles across technical and executive buyers within large organizations. - Turn Shelby from a technical platform into a clear enterprise solution by shaping use cases, pilots, and adoption pathways. - Develop relationships with AI, cloud, and infrastructure partners to accelerate adoption and expand Shelby’s footprint. - Work closely with product and engineering to align customer needs with roadmap, positioning, and deployment strategy. - Establish early playbooks, define ICPs, and build toward a repeatable enterprise sales engine. Requirements - 10+ years in enterprise GTM, sales, or partnerships across AI, data, cloud, or infrastructure - Proven ability to take complex technical platforms from early stage to enterprise adoption - Strong track record selling into Fortune 500 environments with multi-stakeholder complexity - Ability to engage both technical and executive audiences and translate platform capabilities into business outcomes - Experience operating in ambiguous, zero-to-one environments - Strong communication, storytelling, and deal execution skills Nice to have - Experience at platforms like Google Cloud, Microsoft, or Salesforce preferred Benefits - 100% insurance premium coverage for medical, dental, and vision for you and your dependents (US Employees) - Equipment of your choice - Flexible vacation time, 11 holidays, and floating company days off - Competitive Salary - Protocol Token Grants - 401k matching (US Employees) - Fun and inclusive in-person and digital events