Head of GTM

mozilla.ai

4d•Remote

About The Position

Mozilla.ai is building the decentralized, open-source AI infrastructure layer with Otari, an open-source AI control plane that manages routing, API key management, budget enforcement, cost tracking, and guardrails. The company is backed by the Mozilla Foundation and is in the beta and design partner validation phase. They are seeking a strategic and hands-on Head of GTM to define and lead the go-to-market function, encompassing growth, marketing, demand generation, sales pipeline development, commercial partnerships, and ecosystem engagement. This role involves shaping how Mozilla.ai and Otari interact with the AI industry, driving adoption, building relationships, and establishing a scalable go-to-market motion across developer, enterprise, research, and open-source ecosystems. The ideal candidate will translate market signals and customer needs into growth initiatives and commercial outcomes, possessing a builder mindset with the ability to balance strategic thinking with direct execution. Success requires strong commercial and strategic instincts, a genuine understanding of technology, AI, and developer ecosystems, and the ability to engage with engineers on product strategy, represent the company externally, and drive sustainable growth.

Requirements

Proven experience leading strategic growth, partnerships, ecosystem development, or GTM initiatives within fast-paced global technology environments
Strong ability to operate both strategically and hands-on in ambiguous and evolving environments
Exceptional relationship-building, communication, and external stakeholder management skills
Experience translating market, customer, and ecosystem insights into business and product strategy
Experience working cross-functionally with Product, Engineering and Leadership teams
Experience leading or mentoring multidisciplinary teams across technical and non-technical functions
Strong experience working in remote-first international environments
Ability to work effectively across time zones and collaborate asynchronously
Willingness and availability to travel regularly for industry events, partner meetings, customer engagements, team gatherings, and strategic initiatives
Experience scaling GTM or ecosystem functions
Experience with developer platforms or technical products
Experience building or scaling new teams and organizational functions

Nice To Haves

Strong existing network within the AI, developer, open-source, or enterprise (neocloud, hyperscaler, data infrastructure, etc) ecosystem
Experience with open-source products or AI tooling
Ideal candidates will combine strong business and strategic acumen with technical fluency, or technical expertise with strong commercial and go-to-market.
Familiarity with EU enterprise buyers and compliance-driven purchasing (EU AI Act, GDPR)
Experience with AWS or Azure Marketplace go-to-market programmes

Responsibilities

Define and own Otari's go-to-market strategy across individual developers and small engineering teams (self-serve), mid-market VP Eng / CTO buyers (assisted), and enterprise (CTO + CISO, full sales motion)
Build strategic partnerships across the AI, developer, enterprise, research, and open-source ecosystems
Help shape the company’s external positioning, industry presence, and go-to-market direction
Identify opportunities to increase product adoption, engagement, and community growth
Bring market and ecosystem insights back into the product development process and competitive positioning
Work closely with Product, Engineering, and Leadership to build and drive company strategy and prioritization
Represent Mozilla.ai externally with customers, partners, investors, events, and industry stakeholders
Support strategic conversations around monetization, product-market fit, and business opportunities
Lead and grow a multidisciplinary team including Business Development, Sales, Developer Relations, Marketing, and Communications
Build and evolve the organizational structure for this function over time
Build and own the sales pipeline and commercial motion from the ground up