About the RoleWe are seekig an exceptional GTM leader to drive the growth and adoption of River API.
River API makes it easy for companies and individuals to post-train open-weight models using their own data, creating models that are more effective, economical, and specialized for their use cases. Your goal will be to turn this technical capability into a rapidly growing business, with a particular focus on enterprise adoption and revenue.
You will own critical parts of River API's go-to-market motion, from identifying high-value customer segments and closing early strategic accounts to developing partnerships and building repeatable systems for scaling adoption. This is a highly entrepreneurial, cross-functional role for someone who can operate across sales, partnerships, product, and technical customer engagement.
What You'll Do- Own revenue growth and enterprise adoption for River API, from strategy through execution.
- Identify and prioritize the industries, customer profiles, and use cases where custom post-trained models create the greatest value.
- Build relationships with prospective customers, understand their technical and business requirements, and guide them from initial exploration through pilot, deployment, and expansion.
- Develop and manage a pipeline of enterprise opportunities, strategic partnerships, and distribution channels.
- Create River API's early sales playbook, including positioning, qualification, pricing, pilots, procurement, and account expansion.
- Work directly with engineering and research teams to translate customer needs into product requirements and improvements.
- Design technical demonstrations, proofs of concept, and customer solutions that clearly communicate the value of post-training open-weight models.
- Establish partnerships with model providers, cloud and GPU infrastructure companies, systems integrators, consultancies, and other participants in the AI ecosystem.
- Build scalable GTM systems, processes, and metrics while remaining deeply involved in closing River's most important early customers.
- Represent River with customers, partners, developers, and the broader AI community.
Skills & QualificationsMinimum Qualifications:- Significant experience in enterprise sales, business development, partnerships, or go-to-market roles at an AI, developer infrastructure, cloud, or enterprise software company.
- A demonstrated track record of building a product or business from 0 to 1, including developing an initial market, winning early customers, and creating a repeatable growth motion.
- Experience owning meaningful revenue targets and navigating complex enterprise sales cycles.
- Strong understanding of how organizations evaluate, purchase, deploy, and expand technical products.
- Ability to communicate effectively with both technical stakeholders and business executives.
- Technical fluency developed through a STEM education, engineering or technical work experience, or extensive experience selling highly technical products.
- Exceptional ownership, judgment, and bias for action in ambiguous, fast-moving environments.
- Strong relationship-building, negotiation, and written and verbal communication skills.
Preferred Qualifications: (We encourage you to apply even if you don't meet all of these)
- Experience selling or partnering around foundation models, model training, inference infrastructure, developer platforms, data infrastructure, or other AI products.
- Familiarity with open-weight models, fine-tuning, reinforcement learning, model evaluation, inference, or enterprise AI deployment.
- Experience personally closing early enterprise customers before building or scaling a broader sales organization.
- An existing network among AI-native companies, enterprise AI leaders, cloud providers, model developers, or systems integrators.
- Experience developing partnerships that materially contributed to product distribution or revenue.
- Comfort discussing APIs, model architectures, training workflows, data requirements, security, and deployment constraints with engineering and machine learning teams.
- Experience working closely with founders, researchers, and engineers to shape product strategy based on customer feedback.
Logistics & Benefits- Location: Palo Alto, California.
- Compensation: Depending on experience and skills the expected base pay is $200,000 - $400,000 USD per year.
- Benefits: Comprehensive health, dental, and vision insurance; unlimited PTO; and relocation assistance as needed.
- Visa Sponsorship: We sponsor visas and are committed to supporting the process for the right candidate.
