GTM Commercial Lead

Required

• You've built a partner motion from nothing, and closed through it. Not inherited a program someone else designed. We'll ask which partner relationship you started from scratch, which deals you carried to signature yourself, and what you did in the first ninety days before anyone had heard of the product.
• You know how to navigate a large matrixed org. You understand how decisions get made, who the real champions are versus the tire-kickers, and how to move without a sponsor in every room.
• You punch above your weight. You've been at a smaller company and figured out how to get in front of enterprise buyers who had no reason to take the meeting. You don't need a team of fifteen to execute.
• Technical fluency, not technical depth. You can hold your own in a conversation about AI systems, grounding and data semantics without needing to build them yourself. An engineering lead will ask within ten minutes, you can't lose that room. You'll have a sales engineer for the deep technical work, but the first conversations are yours.
• High EQ. You read the difference between a champion and a blocker. You adjust your approach without losing your point of view.
• Written clarity. Proposals, deal memos and partner briefs that people actually forward.
• You want to build a team. Not on day one. This seat starts hands-on and grows into leading the commercial team as the motion proves out.
• Signals we pay attention to
• 8 or more years in a channel, alliance or partner role at a data or AI company across enterprise sales, channel or alliance roles at a data or AI company, including time carrying your own number - with concrete evidence of building the motion, not just running one that already existed.
• You've sold through or alongside a large professional services firm (Deloitte, Accenture, KPMG, or equivalent) and understand how those organizations actually make decisions at the account level.
• Background at companies whose channel vocabulary transfers: Celonis, Snowflake, Informatica, or similar data and AI platforms with active GSI partner programs. The question is whether the motion matches, not whether the logo does.
• You've been at a company small enough that you were the one writing the deck, taking the meeting and closing the deal, not coordinating a team that did those things.