AdTechTalent
Sales2 days agoRemote

Raptive

GTM Lead, Raptive Intelligence

go-to-marketGTMenterprise salessales leadershipcommercial strategypipeline managementpricingpackagingpartner managementchannelsbusiness developmentAI infrastructureAPIsdata productsstrategic partnershipsrevenue operations

Key details

Salary

$200K – $265K

Employment type

Full-time

Seniority

Lead

Years experience

10+

Location

New York, US

Full job description

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
  • Determine sales channels including direct, partners, marketplaces, and global systems integrators
  • Build repeatable commercial model across enterprise intelligence products, APIs, content licensing, AI infrastructure, and strategic partnerships
  • Create and manage pipeline, qualification process, sales stages, forecasting, and commercial operating cadence
  • Develop sales playbooks, materials, tools, and processes to move opportunities efficiently
  • Partner with Business Development to convert executive-level opportunities into structured commercial pursuits
  • Establish ownership, metrics, and accountability from initial interest through signed agreement and expansion
  • Structure pilots around measurable customer value, technical feasibility, and clear path to production
  • Coordinate product, engineering, legal, finance, and customer stakeholders throughout commercial process
  • Define success criteria, production requirements, and commercial terms upfront to prevent pilots from becoming disconnected experiments
  • 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 to 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 capabilities into broader enterprise transformation programs
  • Build channels that expand distribution without weakening direct customer relationships or strategic control
  • Define future structure of sales, sales engineering, solutions, customer success, partnerships, and revenue operations
  • Recruit and lead commercial team as business scales
  • Establish high-accountability culture grounded in customer value, commercial discipline, and technical credibility
  • Create systems and processes to scale from small number of strategic deals into durable, high-growth business

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

Apply now

Ready to take the next step in your career? Click the button below to continue to the application process.

Continue to applicationBrowse more jobs

Similar jobs

More roles worth a look

Related opportunities based on specialty and working model so candidates can keep momentum.