Sales & GTM
Finding, winning, and growing customer relationships. Covers sales (AE, SDR/BDR), enterprise/strategic sales, business development, partnerships, channel sales, revenue operations, solutions architecture, solutions engineering, technical pre-sales and post-sales support, deal desk, sales enablement, and business value consulting.
Roles
The canonical roles within Sales & GTM.
Account Executive
Account Executives at AI companies own named customer relationships and drive revenue growth across the full sales cycle, from prospecting through contract negotiation and expansion. What sets this role apart is the emphasis on consultative selling—these professionals become trusted advisors helping enterprises navigate complex AI transformation, whether deploying large language models, unifying data infrastructure, or embedding AI agents into knowledge work. They typically sit within enterprise or mid-market sales teams, collaborating closely with solutions engineers, product specialists, and customer success to guide customers from evaluation through implementation and measurable business outcomes.
Solutions Architect
Solutions Architects combine deep technical expertise with commercial acumen to design and validate AI platform deployments across the customer lifecycle. They lead technical discovery and proof-of-concept work for prospective customers while serving as trusted advisors to existing accounts, architecting integrations with enterprise systems and optimizing platform adoption. Sitting within field engineering or presales teams, they bridge product capabilities with customer business outcomes, collaborating closely with sales, customer success, and engineering to drive both deal velocity and post-sale expansion.
Solutions Engineer
Solutions Engineers serve as technical bridges between sales and customers, designing and building proof-of-concept integrations while demonstrating how AI and data platforms solve complex business problems. They excel at translating customer requirements into technical architectures, running hands-on evaluations and live demos, and providing white-glove support through implementation. Unlike Solutions Architects who focus on long-term strategic design, these engineers are more involved in day-to-day problem-solving and rapid prototyping. They typically sit within GTM-aligned teams, partnering closely with Account Executives and Sales to accelerate deal cycles while gathering market feedback that informs product strategy.
Sales Leadership
Sales leaders in this role build and mentor teams of Account Executives selling data infrastructure, AI platforms, or security solutions to mid-market and enterprise customers. They balance hands-on coaching—joining calls, refining messaging, and managing deals—with strategic responsibilities like territory planning, quota setting, and pipeline forecasting. These leaders operate at the intersection of revenue accountability and people development, creating scalable sales processes while cultivating a high-performance culture that attracts and develops top talent.
Sales Development Representative
Sales Development Representatives at AI companies focus on rapid outreach and qualification across inbound and outbound channels—managing event follow-ups, responding to trial signups and content downloads, and conducting discovery calls that surface qualified opportunities for account executives. What sets this role apart is the emphasis on real-time engagement and multi-channel prospecting, particularly phone-first approaches, combined with deep technical fluency in AI products and use cases that allows reps to articulate value credibly to enterprise buyers. These professionals typically sit within lean, collaborative GTM teams that span sales, marketing, and product, where they serve as the critical bridge between demand generation and sales execution, sharing frontline market insights that refine both messaging and product strategy.
Partner & Channel Manager
This role serves as the operational backbone of partner relationships, managing the critical transition from contract signature through full execution and revenue generation. Partners in this position act as the single point of contact across technical enablement, sales training, joint solution development, and go-to-market execution, ensuring seamless coordination between their company's product, sales, and delivery teams and their partners' organizations. They distinguish themselves through deep operational rigor and program management discipline, translating strategic partnership agreements into structured enablement workflows, milestone tracking, and measurable commercial outcomes. These roles typically sit within dedicated partnership or business development teams reporting to partnership leadership, supporting portfolios of signed strategic partners rather than hunting for new relationships, and working closely with sales, solutions engineering, marketing, and product teams to ensure partners are ready to deploy AI solutions at scale.
Revenue & Sales Operations
Revenue & Sales Operations professionals in AI companies architect and optimize the systems that power sales execution, from lead routing and opportunity management through forecasting and deal operations. They own the operational infrastructure—CRM configuration, data architecture, process design, and analytics—that enables sales teams to move deals efficiently while maintaining governance and visibility. Unlike GTM strategists who set direction or systems engineers who build integrations, these operators focus on translating business workflows into clean, scalable operational reality, partnering across sales, finance, marketing, and systems to eliminate friction and surface insights that drive predictable revenue growth.
Client Partner
This role serves as a strategic executive advisor and trusted partner to enterprise accounts, managing complex relationships with C-suite stakeholders while driving AI platform adoption and measurable business value. Client Partners bridge technical expertise with commercial acumen, translating sophisticated AI capabilities into concrete ROI outcomes and orchestrating cross-functional programs to accelerate customer transformation. They typically sit within customer success or account management functions in growth-stage AI companies, working alongside sales, product, and delivery teams to expand account footprint and influence product strategy through deep customer insights.
Field Engineering Management
Field Engineering Managers lead teams of solutions architects and engineers who design and deploy AI and data solutions for enterprise customers. Day-to-day, they hire and develop technical talent, establish best practices for customer engagements across the full lifecycle, and serve as senior technical advisors on complex implementations while partnering with sales and product teams. What distinguishes this role from pure sales management is its requirement for deep technical credibility—these managers must understand data platforms, AI workflows, or modern software architecture well enough to guide customer strategy and escalate on technical challenges. They typically sit within the pre-sales or field engineering function, bridging the gap between sales velocity and customer technical success, and report to directors or senior directors of field engineering or solutions architecture in high-growth AI and data companies.
GTM Enablement Manager
This role operates at the center of go-to-market productivity, designing and executing programs that accelerate how sales, customer success, and solutions engineering teams ramp, master AI-native products, and drive revenue impact. Unlike general training roles, GTM Enablement Managers build scalable systems—onboarding journeys, certification frameworks, content libraries, and feedback loops—that keep fast-moving GTM organizations aligned and effective as products evolve. They typically sit within a lean, high-ownership enablement or productivity function, partnering cross-functionally with Product, Marketing, Sales Leadership, and Revenue Operations to translate complex AI capabilities into field-ready narratives, playbooks, and hands-on training that demonstrably improve seller performance and deal velocity.
Business Value Consultant
This role guides enterprise customers through AI adoption by building financial models and business cases that quantify the impact of AI solutions on cost reduction, revenue growth, and operational efficiency. Business Value Consultants work across the entire customer lifecycle—from pre-sales discovery through post-implementation value realization—translating complex technical capabilities into executive-ready narratives that drive deal velocity and expansion. They distinguish themselves by combining deep financial acumen with customer strategy expertise, operating as trusted advisors rather than transactional sellers. Typically embedded within GTM teams alongside Sales and Success, they develop scalable frameworks and benchmarks that enable broader field teams to sell and measure value consistently.
Product Specialist
Product Specialists partner with enterprise sales teams to accelerate complex AI adoption cycles by translating sophisticated technical capabilities into measurable business outcomes. They lead proof-of-value engagements, customer discovery, and product demonstrations across multiple stakeholders—from C-suite executives to technical teams—while serving as the authoritative voice on how AI solutions solve specific industry challenges. Unlike account executives who own the overall relationship, Product Specialists combine deep product and domain expertise with customer advisory skills, enabling them to architect solutions, validate customer use cases, and remove technical blockers during critical deal phases. These professionals typically sit within go-to-market or field engineering teams, working cross-functionally with product, sales leadership, and sometimes technical architects to gather market feedback and inform product strategy while scaling adoption at enterprise organizations.
Recent Jobs
The latest Sales & GTM openings across the AI industry.