GTM Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Transform RAI’s product and company strategy into distinct customer segments, use cases, positioning, and market approaches.

• Establish pricing, packaging, licensing frameworks, commercial terms, and levels of engagement.

• Ascertain the methods by which RAI sells directly, via partners, through marketplaces, and through channels like global systems integrators.

• Develop a sustainable commercial model for enterprise intelligence products, APIs, content licensing, AI infrastructure, and strategic alliances.

• Create and oversee the sales pipeline, qualification procedures, sales phases, forecasting, and commercial operating rhythm.

• Design and manage sales playbooks, resources, tools, and processes necessary for effectively advancing opportunities.

• Collaborate with Business Development to transform executive-level opportunities into formal commercial endeavors.

• Define clear ownership, metrics, and accountability from initial interest to signed agreements and growth.

• Organize pilots focused on measurable customer value, technical viability, and a clear production pathway.

• Facilitate collaboration among product, engineering, legal, finance, and customer stakeholders during the commercial process.

• Ensure pilots do not devolve into disconnected experiments by establishing success criteria, production needs, and commercial terms upfront.

• Transition successful pilots into large-scale implementations, recurring revenue streams, and broader customer relationships.

• Develop persuasive positioning for enterprise clients, developers, AI platforms, publishers, retailers, brands, and strategic partners.

• Translate technical capabilities into tangible business value and unique commercial offerings.

• Continually enhance pricing, packaging, messaging, and sales strategies based on customer insights and market reactions.

• Assist in identifying which opportunities RAI should pursue, prioritize, collaborate on, or forgo.

• Cultivate relationships with GSIs, technology partners, cloud platforms, marketplaces, agencies, and other distribution allies.

• Define channel incentives, partner economics, enablement strategies, and engagement protocols.

• Spot opportunities to integrate RAI capabilities into larger enterprise transformation initiatives.

• Build channels that broaden distribution while maintaining strong direct customer relationships and strategic oversight.

• Outline the future framework for sales, sales engineering, solutions, customer success, partnerships, and revenue operations.

• Recruit and guide the commercial team as the business expands.

• Foster a high-accountability culture centered on customer value, commercial discipline, and technical credibility.

• Establish the systems and processes necessary to transition from a limited number of strategic deals into a scalable, high-growth enterprise.

⛳️ Requirements

• Over 10 years of experience in building and scaling enterprise go-to-market strategies for data, developer infrastructure, cloud, or intelligence platforms.

• Proven track record of taking a new technical product from a handful of strategic opportunities to a scalable commercial operation.

• Extensive experience in selling complex, multi-stakeholder enterprise deals involving product, engineering, data, legal, procurement, security, and executive buyers.

• Demonstrated ownership of pricing, packaging, licensing, usage-based models, enterprise agreements, and commercial architecture.

• Strong history of designing pilots that successfully transition into production deployments, multi-year contracts, and account growth.

• Experience in building pipeline, qualification, forecasting, sales processes, revenue operations, and executive deal reviews from the ground up.

• Developed partnerships that directly generate distribution and revenue, including GSIs, cloud providers, technology platforms, marketplaces, agencies, data partners, and embedded product partners.

• Knowledge of structuring partner economics, joint offerings, co-selling strategies, referral models, reseller agreements, implementation partnerships, and engagement rules.

• Collaborated closely with strategic business development leaders to convert executive relationships and flagship opportunities into repeatable products and scalable revenue.

• Experience in commercializing APIs, data products, AI infrastructure, enterprise software, or licensed intelligence rather than solely selling seats or traditional SaaS.

• Has hired and managed teams across enterprise sales, solutions engineering, partnerships, customer success, and revenue operations.

• Possesses an existing network among enterprise technology buyers, AI companies, cloud platforms, GSIs, data enterprises, and key strategic partners.

• Comfortable engaging personally in initial deals while developing the systems, team, and channels necessary for scalability.

🏝️ Benefits

• Raptive is dedicated to diversity, equity, and inclusion. We believe that our impact is greatest when individuals from various backgrounds, experiences, and identities unite for a common purpose. We invite candidates from all backgrounds to apply. Raptive is an equal opportunity employer and does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or any other legally protected status.