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 across the full sales cycle—prospecting, discovery, negotiation, renewal, and expansion. The day-to-day is classical enterprise sales: running discovery against multi-stakeholder buying committees, building executive relationships, navigating procurement and security reviews, and managing pipeline against quota. What distinguishes selling at AI companies is not a different sales motion—buyers still evaluate against business outcomes—but the category being sold and the pace at which product capabilities evolve, requiring working fluency in the product without owning the technical evaluation. These roles sit within enterprise or mid-market sales teams, partnering with solutions engineers on technical work and customer success on post-sale adoption.
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 generate and qualify pipeline through inbound and outbound prospecting—working leads from marketing, conducting outreach against target account lists, running discovery calls, and converting qualified prospects into meetings for account executives. The day-to-day is classical SDR work: hitting daily activity targets across email, phone, and social, researching accounts and personalizing outreach, qualifying against ideal-customer-profile criteria, and maintaining CRM hygiene through the funnel. SDRs at AI companies need working fluency in their company's product to talk credibly with prospects, but the depth of technical knowledge required is no different from the SDR role at any high-growth software business. These roles typically sit within centralized SDR teams reporting to sales development leadership, partnering with marketing, account executives, and sales operations on conversion and pipeline health.
Partner & Channel Manager
Partner & Channel Managers at AI companies own partner relationships across the partnership lifecycle—from sourcing and structuring new agreements through enablement, joint go-to-market execution, and revenue tracking. The role spans both relationship development and operational delivery: identifying and qualifying potential partners, negotiating commercial terms, building enablement materials and joint sales motions, and managing the cadence of business reviews and pipeline tracking against partner-sourced revenue targets. Specific partnership types vary—technology partners for joint solutions, channel resellers for indirect revenue, system integrators for delivery capacity—and most managers cover more than one. These roles typically sit within partnerships, business development, or alliance functions, partnering closely with sales, product marketing, solutions engineering, and product on what the partner relationship needs to deliver.
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.
Product Specialist
Product Specialists at AI companies bring deep product and domain expertise into enterprise sales cycles, supporting account executives on complex deals where the buyer needs more depth than a generalist seller can provide. In practice, this slug skews toward regulated-industry sales—financial services, healthcare, government, life sciences—where the specialist's edge comes from fluency in regulatory frameworks and compliance requirements as much as from product depth. The day-to-day involves leading discovery and proof-of-value engagements, articulating differentiated value propositions to mixed technical-and-business audiences, and helping account teams navigate the longer evaluation cycles typical of regulated buyers. These roles typically sit within enterprise sales or field engineering organizations, partnering with account executives, solutions architects, and product on the most complex opportunities in the pipeline.
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.
Proposal & Capture Manager
Professionals in this role orchestrate federal contract pursuits for AI-enabled defense and national security solutions, leading capture strategy and proposal execution from opportunity identification through contract award. They synthesize competitive intelligence, customer engagement across DoD and intelligence agencies, and proposal lifecycle management to build winning narratives around breakthrough autonomous systems and mission-critical software. Unlike commercial account executives focused on enterprise sales velocity, these specialists operate in the complex federal procurement environment, translating cutting-edge AI capabilities into compelling responses to RFx processes while partnering closely with engineering, program management, and executive teams to shape opportunity strategy upstream.
Recent Jobs
The latest Sales & GTM openings across the AI industry.