Enterprise Strategy Lead

AirOps•San Francisco, CA

About The Position

AirOps is expanding into larger enterprise partnerships that bring together owned content, external content, and emerging channels such as AI advertising. We’re looking for an Enterprise Strategy Lead to help senior marketing leaders connect their business goals to the right investments across AI search. This is an individual contributor role partnering closely with Account Executives throughout the enterprise sales process. You’ll lead strategic discovery with senior buyers and build account strategies yourself, from research and analysis to the story you present to a customer. Your work will help customers understand where to invest, what outcomes to expect, and how an initial program can grow over time. You’ll shape how we approach each opportunity, assess whether there’s a strong fit, and build the business case for the recommended program. You’ll also turn successful approaches into frameworks and materials the broader sales team can use.

Requirements

4+ years of experience at a leading management consulting firm such as McKinsey, Bain, or BCG, ideally within a growth, marketing, or go-to-market practice.
Experience developing and presenting growth or marketing strategy recommendations to CMOs and other senior marketing leaders.
Experience working directly alongside sales teams on active enterprise opportunities.
A strong understanding of marketing budgets, channel investment decisions, and how they connect to business outcomes.
The ability to work from raw data through analysis to a clear, persuasive recommendation—and to do that work yourself.
Sound judgment about when specialist expertise is needed and how to brief experts effectively.
Comfort working through ambiguity and building repeatable approaches as you go.

Nice To Haves

Experience at a startup.
Familiarity with AI search, SEO, or content marketing.
Experience creating enablement materials and frameworks that sales teams actively use.

Responsibilities

Lead strategic discovery. Understand each buyer’s business goals, marketing investments, priorities, and constraints.
Build account strategies. Recommend an initial program across relevant AI-search channels, with a clear rationale, expected outcomes, and a path to expansion.
Own the research and analysis. Identify the data needed, conduct the analysis, and turn findings into a compelling story for senior marketing leaders.
Shape enterprise deals. Work alongside Account Executives in daily deal discussions to strengthen the business case, improve win rates, and define the right starting program size.
Qualify opportunities. Assess customer fit, expansion potential, and whether the proposed program aligns with what AirOps can deliver.
Coordinate specialists. Bring in product, research, and channel experts when needed, with clear questions and focused briefs.
Build the playbook. Translate successful deal strategies into discovery frameworks, account planning tools, and sales materials the team adopts.