Founding Enterprise GTM Lead

Elorian • Palo Alto, CA

23h

About The Position

The Founding Enterprise GTM Lead will serve as the company’s first dedicated enterprise commercial leader, acting as the strategic architect and primary execution driver of its commercial engine. The role combines personally owning and closing the company’s largest, most complex enterprise contracts with building its go-to-market foundations from the ground up.

The position will define the company’s value proposition, target buyer personas, customer segmentation, and competitive positioning; package multimodal model capabilities into commercially viable products; and establish repeatable sales motions. It will lead flagship deals through security, legal, procurement, and executive negotiations, design pricing and packaging, convert technical pilots into production contracts, and relay enterprise requirements to Research and Forward-Deployed Engineering. The role will also create the playbook for hiring and scaling the future commercial team.

Requirements

• Proven track record carrying a quota and closing complex, seven-figure technical enterprise deals, along with experience crafting a 0-to-1 go-to-market strategy.
• Demonstrated ability to translate technical primitives and frontier model benchmarks into clear business cases and strategic value propositions for C-level buyers.
• Deep fluency selling developer-centric or infrastructure products, such as APIs, foundation models, compute platforms, or ML tooling, embedded directly into core technical stacks.
• Comfort navigating ambiguity without existing playbooks, collateral, or enablement teams, and ability to build pitch decks, MSA redlines, and sales processes from scratch.
• Ability to command respect with enterprise CTOs and information security teams while collaborating seamlessly with forward-deployed engineers.

Nice To Haves

• Existing enterprise network and domain fluency in high-potential multimodal verticals such as autonomous systems, robotics, video/media intelligence, medical imaging, content safety, or gaming.
• Direct experience structuring, modeling, and closing hybrid usage- or consumption-based pricing structures alongside annual platform commitments.
• Prior experience as a founding or early go-to-market hire at an AI/ML research lab, developer platform, or frontier model startup.

Responsibilities

• Translate frontier multimodal research into ROI-driven business narratives, customer segmentation frameworks, and competitive positioning against incumbent foundation models.
• Lead full-cycle enterprise sales, personally managing high-stakes deals from outreach through information security, procurement, and legal negotiation to close seven- and eight-figure contracts.
• Design and formalize hybrid commercial models combining platform access fees, dedicated compute reserves, and consumption-based token pricing.
• Partner with Research and Forward-Deployed Engineering to scope paid proofs of concept with quantitative performance benchmarks and pre-negotiated production conversion terms.
• Synthesize enterprise market requirements to shape product and evaluation roadmaps.
• Establish the playbook for hiring and scaling the future commercial team.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed