Responsibilities

• Enterprise GTM Strategy: Define and execute Shelby’s positioning across AI infrastructure, data platforms, and distributed compute. Translate technical capabilities into clear enterprise use cases and ROI.
• Strategic Enterprise Sales: Own and close early lighthouse accounts. Lead complex, multi-stakeholder sales cycles across technical and executive buyers within large organizations.
• Platform Commercialization: Turn Shelby from a technical platform into a clear enterprise solution by shaping use cases, pilots, and adoption pathways.
• Partnerships & Ecosystem: Develop relationships with AI, cloud, and infrastructure partners to accelerate adoption and expand Shelby’s footprint.
• Cross-Functional Leadership: Work closely with product and engineering to align customer needs with roadmap, positioning, and deployment strategy.
• Build the Motion: 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
• Experience at platforms like Google Cloud, Microsoft, or Salesforce preferred
• 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

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