GTM Lead

Raptive

GTM Lead for Raptive Intelligence developing commercial strategies and teams for data and AI platform. Owner of go-to-market strategy and building revenue operations for enterprise intelligence.

Posted 7/29/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $200,000 - $265,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and scaling enterprise go-to-market strategies for data and AI infrastructure, with a strong focus on pricing, packaging, and commercial architecture. Proven ability to lead cross-functional teams and develop partnerships that drive revenue and customer engagement.

Highest-signal resume keywords

Enterprise GTM StrategyComplex Multi-Stakeholder SalesPricing and Packaging ModelsPipeline Development and ForecastingPartnership and Channel Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise SalesCommercialization of APIsRevenue OperationsSales Process DesignAccount Expansion StrategiesLicensing ModelsData Product SalesTechnical Product PositioningSales Playbook DevelopmentForecasting Techniques

Soft Skills

LeadershipCollaborationAccountabilityCustomer Value OrientationStrategic Thinking

Industry Keywords

Enterprise Intelligence ProductsCloud PlatformsGlobal Systems IntegratorsAI InfrastructureStrategic PartnershipsCommercial TermsMarketplacesDistribution PartnersExecutive RelationshipsImplementation Partnerships

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Translate RAI’s product and company strategy into clear customer segments, use cases, positioning, and routes to market.
Define pricing, packaging, licensing models, commercial terms, and tiers of engagement.
Determine how RAI sells directly, through partners, through marketplaces, and through channels such as global systems integrators.
Build a repeatable commercial model across enterprise intelligence products, APIs, content licensing, AI infrastructure, and strategic partnerships.
Create and manage the pipeline, qualification process, sales stages, forecasting, and commercial operating cadence.
Develop the sales playbooks, materials, tools, and processes required to move opportunities efficiently.
Partner with Business Development to convert executive-level opportunities into structured commercial pursuits.
Establish clear ownership, metrics, and accountability from initial interest through signed agreement and expansion.
Structure pilots around measurable customer value, technical feasibility, and a clear path to production.
Coordinate product, engineering, legal, finance, and customer stakeholders throughout the commercial process.
Prevent pilots from becoming disconnected experiments by defining success criteria, production requirements, and commercial terms upfront.
Convert successful pilots into scaled deployments, recurring revenue, and broader customer relationships.
Develop compelling positioning for enterprise buyers, developers, AI platforms, publishers, retailers, brands, and strategic partners.
Turn technical capabilities into clear business value and differentiated commercial offerings.
Continuously refine pricing, packaging, messaging, and sales strategy based on customer feedback and market response.
Help determine which opportunities RAI should pursue, prioritize, partner on, or decline.
Develop relationships with GSIs, technology partners, cloud platforms, marketplaces, agencies, and other distribution partners.
Define channel incentives, partner economics, enablement models, and rules of engagement.
Identify opportunities to embed RAI capabilities into broader enterprise transformation programs.
Build channels that expand distribution without weakening direct customer relationships or strategic control.
Define the future structure of sales, sales engineering, solutions, customer success, partnerships, and revenue operations.
Recruit and lead the commercial team as the business scales.
Establish a high-accountability culture grounded in customer value, commercial discipline, and technical credibility.
Create the systems and processes needed to scale from a small number of strategic deals into a durable, high-growth business.

Requirements

What you’ll need

10+ years building and scaling enterprise GTM for data, developer infrastructure, cloud, or intelligence platforms.
Has taken a new technical product from a small number of strategic opportunities into a repeatable commercial business.
Deep experience selling complex, multi-stakeholder enterprise deals involving product, engineering, data, legal, procurement, security, and executive buyers.
Proven ownership of pricing, packaging, licensing, usage-based models, enterprise agreements, and commercial architecture.
Strong track record designing pilots that convert into production deployments, multi-year contracts, and account expansion.
Experience building pipeline, qualification, forecasting, sales process, revenue operations, and executive deal reviews from the ground up.
Has built partnerships that directly create distribution and revenue, including GSIs, cloud providers, technology platforms, marketplaces, agencies, data partners, and embedded product partners.
Understands how to structure partner economics, joint offerings, co-selling motions, referral models, reseller agreements, implementation partnerships, and rules of engagement.
Has worked closely with strategic business development leaders to turn executive relationships and flagship opportunities into repeatable products and scalable revenue.
Experience commercializing APIs, data products, AI infrastructure, enterprise software, or licensed intelligence rather than selling only seats or traditional SaaS.
Has hired and led teams across enterprise sales, solutions engineering, partnerships, customer success, and revenue operations.
Brings an existing network across enterprise technology buyers, AI companies, cloud platforms, GSIs, data businesses, and major strategic partners.
Comfortable operating personally in early deals while building the systems, team, and channels required to scale.

Benefits

Comp & perks

Raptive is committed to diversity, equity, and inclusion. We believe we are most impactful when people with a wide range of backgrounds, experiences, and identities come together with a common purpose. We encourage candidates from all backgrounds to apply. Raptive is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.