GTM Commercial Lead

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.

A company at this stage normally sells through its founders, because nobody else has the credibility to get the meeting. Cycles run long, the logo carries no weight in the room, and every conversation includes a debate about whether a company this small should be trusted with data that matters.

Edisyl is different. We sit inside Deloitte, which means the introduction comes from a partner who already has the client's trust, inside an account the firm has held for decades. Twenty-four people with the distribution of a firm a thousand times the size. The product is the same either way. What differs is who opens the door.

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.

What this actually is

• You build the partner motion through Deloitte from scratch. This is not cold outreach and not new logo hunting - your week is spent with the Deloitte partners and PMDs who own the client relationships, earning the right to be in the room and then keeping the deal moving once you are.

• You activate the right people inside the firm. Life sciences is the current beachhead. You figure out which PMDs in that sector have the credibility and client coverage to champion the product, get them bought in, and use those early wins to open adjacent practices.

• You carry the pipeline without the CEO in every meeting. Dave opens the LCSP relationships. Your job is to go deeper with the account-level people doing the work, and to keep conversations moving on your own.

• You make the product explainable. Partners need the language, the collateral and a proof point before they'll put Edisyl in front of their own client. You build that and enable them to carry smaller opportunities themselves.

• You write the playbook. Document what works so the second and third commercial hires don't start from zero.

What we're looking for

• You've built a partner motion from nothing. Not inherited a program someone else designed. We'll ask which partner relationship you started from scratch 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. Whether that's Deloitte itself or a firm like it - 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.

• 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.

Signals we pay attention to

• 8 or more years in a channel, alliance or partner role at a data or AI company - 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.

• Deloitte alumni are a strong fit: someone who was inside the firm, moved into enterprise software, and wants back in, not as a delivery manager, but as the person who builds the channel from the outside.

• 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.