Head of Enterprise GTM – Shelby Platform
Leads enterprise go-to-market for Shelby AI data platform, defining strategy, closing lighthouse deals with Fortune 500s, building partnerships, and scaling sales motion from 0→1. Requires 10+ years in AI/cloud GTM with technical-to-business translation expertise.
About the job
Responsibilities
- Enterprise GTM Strategy: Define and execute Shelby’s positioning across AI infrastructure, data platforms, and distributed compute. Translate technical capabilities into clear enterprise use cases and ROI.
- Strategic Enterprise Sales: Own and close early lighthouse accounts. Lead complex, multi-stakeholder sales cycles across technical and executive buyers within large organizations.
- Platform Commercialization: Turn Shelby from a technical platform into a clear enterprise solution by shaping use cases, pilots, and adoption pathways.
- Partnerships & Ecosystem: Develop relationships with AI, cloud, and infrastructure partners to accelerate adoption and expand Shelby’s footprint.
- Cross-Functional Leadership: Work closely with product and engineering to align customer needs with roadmap, positioning, and deployment strategy.
- Build the Motion: Establish early playbooks, define ICPs, and build toward a repeatable enterprise sales engine.
What We’re Looking For
- 10+ years in enterprise GTM, sales, or partnerships across AI, data, cloud, or infrastructure
- Experience at platforms like Google Cloud, Microsoft, or Salesforce preferred
- Proven ability to take complex technical platforms from early stage to enterprise adoption
- Strong track record selling into Fortune 500 environments with multi-stakeholder complexity
- Ability to engage both technical and executive audiences and translate platform capabilities into business outcomes
- Experience operating in ambiguous, zero-to-one environments
- Strong communication, storytelling, and deal execution skills
Benefits
- 100% insurance premium coverage for medical, dental, and vision for you and your dependents (US Employees)
- Equipment of your choice
- Flexible vacation time, 11 holidays, and floating company days off
- Competitive Salary
- Protocol Token Grants
- 401k matching (US Employees)
- Fun and inclusive in-person and digital events
Skills
AI Infrastructure, Data Platforms, Distributed Compute, Enterprise Sales, Go-to-Market Strategy, Cloud Platforms, Partnerships, Sales Playbooks, ROI Analysis, Multi-Stakeholder Sales
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