Raptive Intelligence seeks a GTM Lead to own and scale the commercial system including positioning, pricing, packaging, pipeline development, sales execution, pilots, channels, and revenue operations. The role involves building GTM strategy, managing the revenue engine, driving pilots to production, developing commercial strategy, building channels and partnerships, and leading the commercial organization. Requires 10+ years experience in enterprise GTM for data, developer infrastructure, cloud, or intelligence platforms with proven success in complex enterprise sales, pricing models, pilot design, partnership building, and team leadership. Base salary range is $200,000-$265,000.
What you'll do
Translate product and company strategy into customer segments, use cases, positioning, and routes to market
Define pricing, packaging, licensing models, commercial terms, and tiers of engagement
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Requirements
10+ years building and scaling enterprise GTM for data, developer infrastructure, cloud, or intelligence platforms
Experience taking a new technical product from 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
Experience building partnerships that create distribution and revenue, including GSIs, cloud providers, technology platforms, marketplaces, agencies, data partners, and embedded product partners
Knowledge of structuring partner economics, joint offerings, co-selling motions, referral models, reseller agreements, implementation partnerships, and rules of engagement
Experience working 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
Experience hiring and leading teams across enterprise sales, solutions engineering, partnerships, customer success, and revenue operations
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 systems, team, and channels to scale
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