[Hiring] GTM Lead @Raptive

Role Description

Raptive Intelligence is building the intelligence layer connecting trusted content, consumer behavior, and the open internet to the AI economy. We are looking for a GTM Lead to turn that strategy into a repeatable, scalable business.

This person will own the commercial system behind Raptive Intelligence (RAI), including:

• Positioning
• Pricing
• Packaging
• Pipeline development
• Sales execution
• Pilots
• Channels
• Revenue operations

They will work closely with the GM and partner on long-term vision, executive relationships, strategic partnerships, and flagship opportunities.

The GTM Lead will initially be a highly hands-on operator. Over time, they will build and lead the broader commercial organization.

Qualifications

• 10+ years building and scaling enterprise GTM for data, developer infrastructure, cloud, or intelligence platforms.
• Has taken a new technical product from a small number of 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.
• Has built partnerships that directly create distribution and revenue, including GSIs, cloud providers, technology platforms, marketplaces, agencies, data partners, and embedded product partners.
• Understands how to structure partner economics, joint offerings, co-selling motions, referral models, reseller agreements, implementation partnerships, and rules of engagement.
• Has worked closely 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 rather than selling only seats or traditional SaaS.
• Has hired and led teams across enterprise sales, solutions engineering, partnerships, customer success, and revenue operations.
• Brings an 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 the systems, team, and channels required to scale.

Requirements

• Build the GTM Strategy
• Translate RAI’s product and company strategy into clear customer segments, use cases, positioning, and routes to market.
• Define pricing, packaging, licensing models, commercial terms, and tiers of engagement.
• Determine how RAI sells directly, through partners, through marketplaces, and through channels such as global systems integrators.
• Build a repeatable commercial model across enterprise intelligence products, APIs, content licensing, AI infrastructure, and strategic partnerships.
• Create and manage the pipeline, qualification process, sales stages, forecasting, and commercial operating cadence.
• Develop the sales playbooks, materials, tools, and processes required to move opportunities efficiently.
• Partner with Business Development to convert executive-level opportunities into structured commercial pursuits.
• Establish clear ownership, metrics, and accountability from initial interest through signed agreement and expansion.
• Structure pilots around measurable customer value, technical feasibility, and a clear path to production.
• Coordinate product, engineering, legal, finance, and customer stakeholders throughout the commercial process.
• Prevent pilots from becoming disconnected experiments by defining success criteria, production requirements, and commercial terms upfront.
• 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 RAI should 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 RAI capabilities into broader enterprise transformation programs.
• Build channels that expand distribution without weakening direct customer relationships or strategic control.
• Define the future structure of sales, sales engineering, solutions, customer success, partnerships, and revenue operations.
• Recruit and lead the commercial team as the business scales.
• Establish a high-accountability culture grounded in customer value, commercial discipline, and technical credibility.
• Create the systems and processes needed to scale from a small number of strategic deals into a durable, high-growth business.

Benefits

• The base salary range for this position is $200,000-$265,000.
• This role is eligible for additional incentive compensation that isn’t included in the posted range.

Company Description

Raptive is a new kind of media company built for creators and home to one of the largest and most diverse audiences on the internet. Raptive combines its position as the world’s largest ad management platform with a comprehensive suite of monetization, audience and business solutions that enable creators to turn their passions and talents into thriving independent companies and enduring brands.

We stand for the future of a diverse, open internet powered by the creativity and entrepreneurship of the independent creators and publishers it serves. To date, Raptive has driven $4 billion to its partners. Join us in creating a more equitable and inclusive future for media. Raptive was recognized as a Fortune 100 Best Places To Work for 2025-2026.