Business Development Manager

An early-stage AI company is building infrastructure that helps enterprises turn large volumes of unstructured data into reliable, structured information that AI systems and internal workflows can actually use. A huge amount of enterprise work still depends on documents and files that are difficult for machines to process accurately, including financial documents, insurance claims, legal agreements, medical records, reports, and spreadsheets. Companies still spend significant amounts of time manually reviewing these files, entering information into internal systems, reconciling errors, and handling exceptions. The product automates this process by converting unstructured information into structured, production-ready outputs with the accuracy, reliability, and confidence signals required for real-world enterprise use cases. The company is already working with customers across several highly regulated industries, with some customers using the technology to automate manual operational workflows and others building new AI products on top of the platform. The product can be deployed through a managed API, within private cloud environments, or fully on-premise depending on customer requirements. Security, reliability, and deployment flexibility are therefore important parts of the sales process. What You’ll Do Own the GTM motion alongside the founders Work closely with the founders across the full sales cycle, including outbound, inbound qualification, discovery calls, technical POCs, pricing discussions, procurement, and closing early customers. Turn what is working into a repeatable sales process Help improve messaging, outbound sequences, qualification criteria, POC structure, pricing, and customer workflows as the company learns more about its market. Run and evaluate GTM experiments Test different ways of generating pipeline, including outbound email, content, partnerships, communities, events, and other distribution channels. The goal is to figure out which motions consistently generate high-quality opportunities for a technical B2B infrastructure product. Stay close to customers and the product Join customer calls, understand where the product is resonating or falling short, and bring those insights back into positioning, product strategy, and the sales process. Help build the commercial foundation Have a meaningful role in defining the ICP, identifying the strongest use cases and verticals, shaping the sales process, refining positioning, and establishing the early GTM culture. Help scale the function over time As the sales motion becomes more repeatable, help build out the broader GTM organization across sales, outbound, partnerships, solutions engineering, and related functions. What Success Looks Like First 3 months Work closely with the founders on active deals and pipeline generation Develop a strong understanding of the ICP, buyers, and key pain points Run technical POCs and help move prospects through the sales process Help establish a more repeatable founder-assisted sales motion 6-12 months Generate consistent pipeline outside of the founders' existing networks Identify which verticals, use cases, and GTM channels convert best Establish a repeatable qualification and POC process Improve sales velocity and conversion rates Lay the foundation for building out a larger GTM organization #J-18808-Ljbffr Alexander Chapman