GTM Acceleration Lead, Value Selling
$189,000–$231,000 year
HybridSan Francisco, California, United States
Job Summary
Translate product features to business outcomes for CTOs, CFOs, and line-of-business buyers by mapping personas and building discovery playbooks. Create ROI models and quantified business cases, then train Account Executives on Flex Commit pricing, usage estimation, and growth models. Design end-to-end sales plays covering Agent Platform, Composable Commerce, and v0 Enterprise, ship v1 versions, and iterate based on win/loss data and Gong analysis. Build deal sizing for year-one consumption and create value realization frameworks from first call through expansion. Develop MEDDPICC coaching tools for managers, enforce stage-gate discipline, and run win/loss analysis for enterprise deals using leading indicators like stage conversion and POC velocity. Bridge Engineering, Product, and Sales by converting launches into field-ready assets within days and feeding field insights back to product teams.
Required Qualifications
- Enterprise AE experience with deals over $100K
- Technical fluency in architecture and AI infrastructure
- Ability to build ROI models and teach value selling
- Systems thinker who builds scalable programs
- Builder mindset. Ships v1 and iterates
- Cross-functional credibility across Sales, Product, Engineering, Marketing
- Force Management (or equivalent) certified
Desired Qualifications
- Developer tools or infrastructure sales experience
- MEDDPICC or similar methodology
- Consumption pricing experience
- Proven impact on revenue metrics
- Deeply AI pilled, already uses AI to level up others not just self
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