Define and lead Shelby’s enterprise go-to-market motion from the ground up, translating technical capabilities into clear business value and landing initial customers
Job Summary
Define and lead Shelby’s enterprise go-to-market motion from the ground up, translating technical capabilities into clear business value and landing initial customers.
Own and close early lighthouse accounts, leading complex, multi-stakeholder sales cycles across technical and executive buyers within large organizations.
Work closely with product and engineering to align customer needs with roadmap, positioning, and deployment strategy, while establishing early playbooks and defining ICPs.
Matching Summary
Define and lead Shelby’s enterprise go-to-market motion from the ground up, translating technical capabilities into clear business value and landing initial customers.
Skills & Requirements
Must-have
Enterprise GTM strategy
AI infrastructure
Data platforms
Distributed compute
Enterprise sales cycles
Platform commercialization
Nice-to-have
Building repeatable sales engines
Cross-functional collaboration
Category-defining technology
Key Requirements
10+ years in enterprise GTM, sales, or partnerships
Experience at Google Cloud, Microsoft, or Salesforce preferred
Proven ability to take complex technical platforms from early stage to enterprise adoption
Strong track record selling into Fortune 500 environments
Experience operating in ambiguous, zero-to-one environments