Founding Enterprise GTM Lead

Elorian • Palo Alto, CA

1d

About The Position

The Founding Enterprise GTM Lead will be the strategic architect and primary execution driver of the company’s commercial engine. The role will personally own and close its largest, most complex enterprise contracts, navigating security, legal, procurement, and executive negotiations end-to-end. At the same time, the lead will build the company’s 0-to-1 go-to-market foundations: defining value propositions and target buyer personas, packaging model capabilities into commercially viable products, and establishing repeatable sales motions for long-term growth. The position also translates frontier multimodal research into ROI-driven narratives, develops pricing and packaging, converts technical pilots into production contracts, and feeds enterprise requirements into product and evaluation roadmaps.

Requirements

• Proven track record of carrying a quota and closing complex, seven-figure technical enterprise deals, combined with experience crafting 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 InfoSec teams while collaborating with forward-deployed engineers.

Nice To Haves

• 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 GTM hire at an AI/ML research lab, developer platform, or frontier model startup.

Responsibilities

• Define value propositions, customer segmentation frameworks, ideal customer profiles, and competitive positioning against incumbent foundation models.
• Lead full-cycle enterprise sales, from outreach through InfoSec, procurement, and legal negotiation, to close seven- and eight-figure contracts.
• Design and formalize hybrid commercial models that balance 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 commercial 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