Head of Enterprise GTM

AfterQuery•San Francisco, CA

2d•$350,000 - $425,000

About The Position

AfterQuery is seeking a Head of Enterprise GTM to build and own its enterprise go-to-market function. The role leads enterprise customer acquisition, strategic partnerships, complex commercial deals, and successful delivery of customer engagements. It is a senior, autonomous position combining strategic leadership with hands-on prospecting, relationship development, sales execution, and customer ownership. The successful candidate will shape how AfterQuery positions, sells, structures, and brings its research and technical capabilities to market. They will work closely with research and technical leaders to identify feasible customer solutions, define commercially sound engagements, and align delivery expectations. The role owns the full customer lifecycle, from prospecting and negotiation through engagement launch, delivery, and account expansion, while establishing the processes and infrastructure for a scalable GTM function and building a high-performing team as the business grows. AfterQuery is an applied research lab that curates data solutions for foundation model development and serves frontier AI labs. The company is based in San Francisco and is backed by Altos Ventures, BoxGroup, Y Combinator, and individual investors from leading technology and AI organizations.

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 at an early-stage or high-growth company and building the commercial motion 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 act as a hands-on individual contributor while providing strategic leadership and direction.
Experience owning customer engagements beyond the sale, including implementation, delivery, stakeholder management, and fulfillment of 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 collaborate with research, engineering, and operations teams to scope engagements, align resources, and deliver to customer expectations.
A builder's mindset, with ownership, independence, speed, and ability to create structure where little exists.
Exceptional executive presence, negotiation, communication, and relationship-building skills.
Comfort working 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.
Previous roles such as Head of Enterprise Sales, VP of GTM, Chief Commercial Officer, or similar leadership positions at high-growth technology companies.
Experience selling complex, high-value enterprise AI 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.
Experience at an early-stage company 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 personal revenue generation, executive-level relationship building, and ownership of customer outcomes.

Responsibilities

Own AfterQuery's enterprise go-to-market 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 processes, playbooks, metrics, and an operating cadence for a repeatable, scalable GTM function.
Establish, hire, and lead a high-performing enterprise GTM team as the business scales.
Build relationships with senior executives, business leaders, and technical decision-makers at large enterprises.
Conduct consultative discovery to understand customer workflows, objectives, technical requirements, and opportunities for AI-driven improvement.
Translate customer problems into commercial opportunities and proposals tied to measurable business outcomes.
Own the full sales cycle, from initial outreach and discovery through solution scoping, pricing, contracting, and closing.
Structure and negotiate enterprise agreements, including pricing models, engagement structures, contract terms, and expansion opportunities.
Develop strategic account relationships that generate repeat business, long-term partnerships, and broader enterprise adoption.
Partner with research and technical leadership to understand capabilities and develop differentiated enterprise solutions.
Identify and 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 assess feasibility, resources, timelines, and delivery expectations before committing to engagements.
Translate customer requirements into defined scopes of work, deliverables, success metrics, and commercially viable engagement structures.
Ensure commercial commitments align with what research and delivery teams can execute.
Share customer feedback, market intelligence, and emerging enterprise needs with research leadership.
Maintain ownership of customer engagements after contract signing and ensure delivery against commercial commitments.
Coordinate researchers, technical teams, and operational resources during the transition from signed agreement to active engagement.
Set accountability for project scope, milestones, deliverables, success criteria, and customer communication.
Manage delivery risks and escalations, and keep customer expectations aligned with execution.
Monitor engagement performance and commercial outcomes to improve delivery models, engagement economics, and customer satisfaction.
Develop successful engagements into long-term partnerships, repeat business, case studies, and account expansion opportunities.