Head of Enterprise GTM

AfterQuery•San Francisco, CA

14h

About The Position

AfterQuery is seeking a Head of Enterprise GTM to build and lead its enterprise go-to-market function. This senior, highly autonomous role owns customer acquisition, strategic commercial partnerships, complex deal structuring, and successful delivery of customer engagements. The position combines strategic leadership with hands-on work: personally identifying high-value opportunities, developing executive relationships, leading sales cycles, and translating customer needs into commercially viable engagements that research and technical teams can deliver. The role owns the full customer lifecycle, from prospecting and relationship development through negotiation, engagement launch, delivery, and account expansion. It will establish the processes, playbooks, metrics, and commercial infrastructure for a repeatable GTM operation, then hire and lead a high-performing team as the business grows. The successful candidate is expected to drive results independently, create structure in an evolving environment, and build the function without relying on an existing sales organization or extensive support. AfterQuery is an applied research lab curating data solutions for foundation model development. The Head of Enterprise GTM will work closely with research and technical leadership to understand the company’s capabilities and bring them to customers through solutions involving areas such as model evaluations, failure analysis, training data, and post-training approaches. The position also ensures alignment between commercial commitments and execution, manages delivery risks and customer expectations, and develops successful engagements into long-term partnerships and account growth.

Requirements

7–10+ years of experience in enterprise sales, strategic business development, commercial leadership, or enterprise GTM at a high-growth technology company.
Proven ability to independently build enterprise pipelines, acquire major customers, and close complex, high-value commercial agreements.
Experience leading enterprise GTM or sales functions, ideally in an early-stage or high-growth company where the commercial motion was built from the ground up.
Strong commercial judgment and experience structuring sophisticated enterprise deals, including pricing, contracts, resource requirements, and engagement economics.
Experience selling complex software, AI solutions, technical services, or research-driven solutions to large enterprise customers.
Ability to work hands-on as an individual contributor while providing strategic leadership and direction from day one.
Experience owning customer engagements after the sale, including implementation, delivery, stakeholder management, and meeting contractual commitments.
Strong technical aptitude and ability to understand complex AI capabilities, engage credibly with technical stakeholders, and translate customer problems into executable solutions.
Ability to work closely with research, engineering, and operations teams to scope engagements, align resources, and deliver against customer expectations.
Builder’s mindset, including ownership, independence, speed, and ability to create structure where little exists.
Exceptional executive presence, negotiation, communication, and relationship-building skills.
Comfort operating in an ambiguous, fast-moving environment where individual ownership, commercial judgment, and results are essential.

Nice To Haves

Experience building and scaling enterprise GTM functions in AI, enterprise software, AI infrastructure, or technical services.
Experience helping large organizations adopt and implement AI at scale.
Relevant prior leadership as Head of Enterprise Sales, VP of GTM, Chief Commercial Officer, or in a similar role at a high-growth technology company.
Experience selling complex, high-value solutions to frontier AI labs, Fortune 500 companies, or sophisticated enterprise customers.
Experience as an AI implementation or transformation leader at a top management consulting firm, leading enterprise AI strategy, deployment, and implementation with C-suite stakeholders.
Experience in AI infrastructure, technical services, or applied research businesses where commercial leaders own deal structuring and customer delivery.
Early-stage company experience personally generating pipeline, closing strategic accounts, establishing commercial processes, and building a sales organization.
Experience managing large enterprise contracts, complex implementations, and long-term strategic customer relationships.
Demonstrated ability to personally drive revenue, build executive-level relationships, and own customer outcomes.

Responsibilities

Own AfterQuery’s enterprise GTM strategy, commercial execution, and customer acquisition efforts.
Identify, pursue, and close high-value enterprise opportunities across AI, technology, and other relevant industries.
Personally drive outbound prospecting, relationship development, pipeline generation, and strategic account acquisition.
Establish the enterprise sales motion, including target account strategy, qualification, positioning, pricing, deal structures, and commercial negotiations.
Identify high-value customer use cases for custom evaluations, data generation, model training, and post-training engagements.
Build the processes, playbooks, metrics, and operating cadence for a repeatable and scalable GTM function.
Hire and lead a high-performing enterprise GTM team as the business scales, setting expectations for performance and accountability.
Build and own relationships with senior executives, business leaders, and technical decision-makers at large enterprises.
Lead consultative discovery to understand customer workflows, objectives, technical requirements, and opportunities for AI-driven improvement.
Develop proposals that connect AfterQuery’s capabilities to customer problems and measurable business outcomes.
Own sales cycles from outreach and discovery through solution scoping, pricing, contracting, negotiation, and closure.
Structure enterprise agreements that balance customer needs, commercial economics, delivery requirements, and long-term value.
Develop strategic account relationships that support repeat business, long-term partnerships, and broader enterprise adoption.
Partner with research and technical leadership to translate AfterQuery’s capabilities into differentiated enterprise solutions.
Scope technical engagements involving model evaluations, failure analysis, training data, and post-training approaches such as supervised fine-tuning and reinforcement learning.
Work with research and technical teams to determine feasibility, resource needs, timelines, and delivery expectations before making commitments.
Translate customer requirements into defined scopes of work, deliverables, success metrics, and commercially viable engagement structures.
Ensure commercial sales commitments align with what research and delivery teams can execute.
Bring customer feedback, market intelligence, and emerging enterprise needs to research leadership.
Maintain ownership of engagements after contract signature, coordinating the transition to active delivery.
Set accountability for scope, milestones, deliverables, success criteria, and customer communication.
Manage delivery risks and escalations, keeping customer expectations aligned with execution.
Monitor engagement performance and commercial outcomes to improve delivery models, economics, and customer satisfaction.
Develop successful engagements into long-term partnerships, repeat business, case studies, and account expansion.