GTM Commercial Lead

edisyl | AI and data technology

1h 3m ago

Worldwide Remote

Full Time

Boston

Enterprise Solutions Strategist/GTM Commercial Lead

edisyl · Full-time · Remote-friendly

The pitch

Founding GTM lead. You're thinking about the whole motion - equal parts architect and operator; you build the playbook and carry the deals. Your first job is to take over deals already in flight and close them. As the motion repeats, you build the team that runs it.

Whoever takes this role owns the commercial motion end to end. At any large vendor they would be running a territory inside a programme somebody else designed. Here they write the playbook while they run it.

The Role

Own the commercial motion. You decide how Edisyl reaches clients through our key channel partner: which practices and partners to invest in, where to focus first, and how a deal moves from first conversation to signed agreement.
Lead pursuits personally. You carry deals yourself, from the partner relationship through commercial terms and close, with a sales engineer alongside you on the technical side.
Turn first wins into lasting accounts. The first engagement is the entry point. You grow each client across teams and domains so accounts compound over time.
Make Edisyl easy for the firm to sell. You shape the positioning, proof points and commercial model that give partners the confidence to bring Edisyl to their clients, and to carry smaller opportunities on their own.
Build the team. You turn what works into a repeatable playbook, then hire and lead the commercial team as the motion scales.

What we're looking for

You've built a partner motion from nothing, and closed through it. Not inherited a program someone else designed. We'll ask which partner relationship you started from scratch, which deals you carried to signature yourself, and what you did in the first ninety days before anyone had heard of the product.
You know how to navigate a large matrixed org. You understand how decisions get made, who the real champions are versus the tire-kickers, and how to move without a sponsor in every room.
You punch above your weight. You've been at a smaller company and figured out how to get in front of enterprise buyers who had no reason to take the meeting. You don't need a team of fifteen to execute.
Technical fluency, not technical depth. You can hold your own in a conversation about AI systems, grounding and data semantics without needing to build them yourself. An engineering lead will ask within ten minutes, you can't lose that room. You'll have a sales engineer for the deep technical work, but the first conversations are yours.
High EQ. You read the difference between a champion and a blocker. You adjust your approach without losing your point of view.
Written clarity. Proposals, deal memos and partner briefs that people actually forward.
You want to build a team. Not on day one. This seat starts hands-on and grows into leading the commercial team as the motion proves out.

Signals we pay attention to

8 or more years in a channel, alliance or partner role at a data or AI company across enterprise sales, channel or alliance roles at a data or AI company, including time carrying your own number - with concrete evidence of building the motion, not just running one that already existed.
You've sold through or alongside a large professional services firm (Deloitte, Accenture, KPMG, or equivalent) and understand how those organizations actually make decisions at the account level.
Background at companies whose channel vocabulary transfers: Celonis, Snowflake, Informatica, or similar data and AI platforms with active GSI partner programs. The question is whether the motion matches, not whether the logo does.
You've been at a company small enough that you were the one writing the deck, taking the meeting and closing the deal, not coordinating a team that did those things.

Compensation

Competitive base salary, meaningful early-stage equity, and a variable component tied directly to the deals you close. We’ll be transparent about the full picture in our first conversation.

To apply

Complete the online application and respond to two prompts: (1) why this role fits where you are in your career right now, and why you’re the best person for it; and (2) one example of a complex deal or engagement you helped drive to close.

Required Languages

🇬🇧 English

The pitch

The Role

Own the commercial motion. You decide how Edisyl reaches clients through our key channel partner: which practices and partners to invest in, where to focus first, and how a deal moves from first conversation to signed agreement.

Lead pursuits personally. You carry deals yourself, from the partner relationship through commercial terms and close, with a sales engineer alongside you on the technical side.

Turn first wins into lasting accounts. The first engagement is the entry point. You grow each client across teams and domains so accounts compound over time.

Make Edisyl easy for the firm to sell. You shape the positioning, proof points and commercial model that give partners the confidence to bring Edisyl to their clients, and to carry smaller opportunities on their own.

Build the team. You turn what works into a repeatable playbook, then hire and lead the commercial team as the motion scales.

What we're looking for

You've built a partner motion from nothing, and closed through it. Not inherited a program someone else designed. We'll ask which partner relationship you started from scratch, which deals you carried to signature yourself, and what you did in the first ninety days before anyone had heard of the product.

You know how to navigate a large matrixed org. You understand how decisions get made, who the real champions are versus the tire-kickers, and how to move without a sponsor in every room.

You punch above your weight. You've been at a smaller company and figured out how to get in front of enterprise buyers who had no reason to take the meeting. You don't need a team of fifteen to execute.

Technical fluency, not technical depth. You can hold your own in a conversation about AI systems, grounding and data semantics without needing to build them yourself. An engineering lead will ask within ten minutes, you can't lose that room. You'll have a sales engineer for the deep technical work, but the first conversations are yours.

High EQ. You read the difference between a champion and a blocker. You adjust your approach without losing your point of view.

Written clarity. Proposals, deal memos and partner briefs that people actually forward.

You want to build a team. Not on day one. This seat starts hands-on and grows into leading the commercial team as the motion proves out.

Signals we pay attention to

8 or more years in a channel, alliance or partner role at a data or AI company across enterprise sales, channel or alliance roles at a data or AI company, including time carrying your own number - with concrete evidence of building the motion, not just running one that already existed.

You've sold through or alongside a large professional services firm (Deloitte, Accenture, KPMG, or equivalent) and understand how those organizations actually make decisions at the account level.

Background at companies whose channel vocabulary transfers: Celonis, Snowflake, Informatica, or similar data and AI platforms with active GSI partner programs. The question is whether the motion matches, not whether the logo does.

You've been at a company small enough that you were the one writing the deck, taking the meeting and closing the deal, not coordinating a team that did those things.