Founding Enterprise GTM Lead

Elorian AI

. Translate frontier multimodal research into ROI-driven business narratives, customer segmentation frameworks, and competitive positioning against incumbent foundation models .

Posted 11/9/2026full-timePalo Alto • California • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading enterprise sales, crafting go-to-market strategies, and translating technical concepts into business value for C-level executives. Proven ability to build and scale commercial teams while navigating complex sales processes and pricing structures.

Highest-signal resume keywords

Enterprise Sales LeadershipGo-To-Market Strategy DevelopmentTechnical Sales ProficiencyComplex Deal ClosingCommercial Team Scaling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota CarryingSales Process DevelopmentPitch Deck CreationHybrid Pricing Structure ModelingTechnical Value Proposition Translation

Soft Skills

Collaboration with C-Level ExecutivesComfort with AmbiguityRespect Commanding

Tools & Technologies

APIsFoundation ModelsCompute PlatformsML Tooling

Industry Keywords

Enterprise NetworkMultimodal Vertical FluencyAutonomous SystemsRoboticsMedical Imaging

About the role

Key responsibilities & impact

Translate frontier multimodal research into ROI-driven business narratives, customer segmentation frameworks, and competitive positioning against incumbent foundation models
Personally lead high-stakes enterprise sales from outreach through InfoSec, procurement, legal negotiation, and close for seven- and eight-figure contracts
Design and formalize hybrid commercial models balancing platform access fees, dedicated compute reserves, and consumption-based token pricing
Partner with Research and Forward-Deployed Engineering to scope paid proofs of concept with quantitative performance benchmarks and pre-negotiated production conversion terms
Synthesize enterprise market requirements to shape product and evaluation roadmaps
Establish the playbook to hire and scale the future commercial team
Own and drive the company's commercial engine as its first dedicated enterprise commercial leader

Requirements

What you’ll need

Proven track record of carrying a quota and closing complex, seven-figure technical enterprise deals
Experience crafting 0-to-1 go-to-market strategy
Ability to translate raw technical primitives and frontier model benchmarks into clear business cases and strategic value propositions for C-level buyers
Deep fluency selling developer-centric or infrastructure products, including APIs, foundation models, compute platforms, or ML tooling, embedded directly into core technical stacks
Comfort navigating ambiguity without existing playbooks, collateral, or enablement teams
Ability to build pitch decks, MSA redlines, and sales processes from scratch
Ability to command respect with enterprise CTOs and InfoSec teams while collaborating with forward-deployed engineers
Existing enterprise network and domain fluency in multimodal verticals such as autonomous systems, robotics, video/media intelligence, medical imaging, content safety, or gaming (nice to have)
Direct experience structuring, modeling, and closing hybrid usage/consumption-based pricing structures alongside annual platform commitments (nice to have)
Prior experience as a founding or early GTM hire at an AI/ML research lab, developer platform, or frontier model startup (nice to have)
Ability to work from the Palo Alto, CA office on a regular basis