GTM Lead | Enterprise Solutions Strategist

GTM Lead | Enterprise Solutions Strategist edisyl · Full-time · Remote-friendly The context edisyl is deploying its AI solutions into large enterprise accounts through a strategic partner network. We’re not starting from scratch, there’s an existing book of relationships, and a set of accounts that have already signaled appetite for AI and innovation. Our job is to show up with a compelling offering and make it land. That means the hard work here isn’t cold outreach. It’s navigating a complex partner organization, building trust with the people who own the accounts, earning the right to be in the room, and moving deals forward once you’re there. The first sale is almost always internal. What this role actually is You’ll work directly with the CEO to build relationships and close enterprise deals within our partner network’s account base. Think of it like being the first person ever hired to commercialize a new offering inside a large organization, you own nothing to start, the internal partners are protective of their client relationships, and you have to prove the value before anyone will consistently bring you in. You’re closer to a founding GTM partner, someone who builds the motion, documents the playbook, and enables others to carry it at scale. What you’ll do Build and maintain relationships with internal account partners, learn their priorities, earn their trust, and get invited into their client conversations Find creative entry points when the obvious path is blocked, professional services leads, technical contacts, side-channel introductions Run discovery with client stakeholders; translate what you hear into a commercial narrative that resonates with both technical and business decision-makers Own the deal mechanics: proposal drafting, SOW structuring, procurement sequencing, contract navigation Track wins closely and build the data case for why edisyl moves the needle, internally and externally Enable internal partners to carry the motion for smaller opportunities; you can’t be on every call Document what works so that enterprise sales becomes a repeatable system, not a series of one-offs What success looks like In year one: five to fifteen deals closed, each with a named champion you cultivated. A documented playbook someone else could follow. Internal partners who bring you in because they want to, not because someone told them to. The measure isn’t purely revenue. It’s whether the enterprise motion is a real, repeatable thing that exists because you built it. What we’re looking for Channel sales experience inside complex organizations. You’ve had to sell through partners who are protective of their accounts. You know the difference between someone who says they’ll carry your deal and someone who actually will. You’ve found side doors when the front door was closed. Technical fluency, not technical depth. You don’t need to build data pipelines or deliver AI semantic layers directly. You need to hold your own in a conversation about them, understand what our solution actually does, and package it into proposals that make sense to a VP of Engineering and a CFO at the same time. High EQ. You read rooms. You know the difference between a champion and a blocker. You adjust your approach without losing your point of view. Deal instinct. When you hear a problem, you think about how to shape an engagement around it. You think in economics: services vs. software mix, margin, expansion triggers, long-term account value. Written clarity. Proposals, SOWs, deal memos. You write things people forward to their colleagues. Organized without being reminded. Deals don’t fall through cracks. You build systems for follow-up and know where every opportunity stands. Background that fits 4–8 years in enterprise sales, solutions engineering, or technical account management at a data or AI company Experience close to six-figure-plus deals, MSAs, SOWs, security reviews, multi-stakeholder approval chains Sold into or through large enterprise accounts where protecting the relationship mattered as much as closing the deal Bonus, but genuinely not required: background at Palantir, Databricks, Snowflake, or another company running a forward-deployed or consultative sales model - specifically selling through the internal AEs. Management consulting with a pivot into enterprise tech. Experience working directly with a CEO or founder in a small-company environment. 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. #J-18808-Ljbffr SOLANA FOUNDATION