Vice President of Go-To-Market-AST

Sorenson Communications • Salt Lake City, UT

27d

About The Position

We are hiring a senior, high-impact leader to serve as Vice President of Go-To-Market (GTM) for AST. This VP-level role that owns all revenue functions for our sign language AI platform including; strategy, execution, partnerships, and monetization. AST’s GTM is complex and deeply channel-driven. You will design and lead a channel-first distribution model across a broad range of partners, from hyperscalers to OEMs to ISVs. Many channels will be strategically overlapping or even in tension, so success requires sophisticated commercial judgment. If you’ve built a GTM machine for a technical API product, content-as-a-service, or developer-focused platform across multiple partner ecosystems, this is your chance to build a business that drives social impact at scale.

Requirements

• 10+ years in GTM, business development, or partnerships roles in high-growth B2B SaaS or AI-driven platform companies.
• 5+ Years of proven senior product leadership experience in: Platform, AI, or technically complex products.
• Experience owning multi-channel GTM across OEM, SI, ISV, and cloud platforms.
• Deep familiarity with API product businesses or AI-as-a-service commercialization.
• Proven track record building 0→1 channel programs, partner-led revenue, and licensing models.
• Strong commercial acumen: able to navigate channel conflict, value-based pricing, and multi-party integrations.
• Executive-level presence with ability to influence CEOs, GMs, and heads of strategy at partner organizations.
• Ability to operate hands-on in early-stage environments while building scalable systems and playbooks.

Responsibilities

• GTM Strategy & Ownership: Define and execute AST’s complete go-to-market strategy, spanning direct, partner, and embedded distribution models.
• Channel Leadership: Develop and manage channel programs across: Horizontal OEMs (PC, smartphone, OS) Specialized OEMs (kiosks, terminals) Hyperscalers/platform providers (AWS, Azure, GCP) System Integrators (SIs, VARs) Independent Software Vendors (LMS, collaboration tools) Web platform vendors (e.g., Adobe Experience Cloud)
• Partnership Development: Craft and negotiate bespoke commercial agreements, joint GTM plans, and integration roadmaps with top-tier strategic partners.
• Packaging & Monetization: Own pricing, licensing, and packaging strategies for AST’s product suite (APIs, SDKs, data, or platform integrations).
• Revenue Leadership: Manage revenue planning and forecasting. Work closely with product and finance teams to track pipeline health and conversion metrics.
• Team Leadership: Build and lead a high-performing GTM team (initially small), including partner management, strategic sales, and revenue operations.
• Cross-Functional Execution: Collaborate with Product, Engineering, Legal, and Marketing to align partner needs with roadmap and brand.

Benefits

• Full time
• Benefits
• Paid Vacation Time and Paid Sick Time and Paid Holidays
• 401k 6% match with immediate vesting
• Nationwide Medical Insurance plans and coverage (Medical, Dental/Orthodontia, Vision)
• TeleDoc
• HSA company match
• 3 Medical plan options including a Low Deductible PPO Medical Plan Offering
• Employee Assistance Program
• Engaged Employee Resource Groups
• Outstanding Learning and Career Development Opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Executive