ABOUT THE OPPORTUNITY

Our client is at the center of one of the most consequential infrastructure layers being built today, a global, decentralized data storage and cloud network. The organization stewards open-source governance, funds ecosystem development, and is now commercializing a programmable, verifiable cloud platform purpose-built for AI workloads, Web3 applications, and enterprise-scale data needs.

This is a first commercial growth hire, a greenfield mandate to build the revenue engine from the ground up. No team to inherit. No playbook to follow. Full executive backing and a live product with real developer traction.

THE ROLE

You will own demand, pipeline, and revenue execution, not manage from a distance, but own. You’ll define the ICP, build inbound from scratch, support outbound, close enterprise deals alongside leadership, and expand the organization’s presence across cloud marketplaces and developer ecosystems. As revenue milestones are hit, you’ll scale the team accordingly.

You’ll work directly with the executive team and an Enterprise Growth Lead to define and execute revenue strategy in a fast-moving, technically sophisticated environment.

WHAT YOU’LL DO

Generate Commercial Pipeline

• Define ICPs and sharpen positioning with the Enterprise Growth Lead
• Build inbound from scratch — technical content, SEO, ecosystem visibility, marketplace presence
• Support outbound with messaging, campaigns, and tooling
• Improve conversion at every stage from MQL through Opportunity
• Track, measure, and iterate — fix what’s broken

Close and Support Revenue

• Run enterprise conversations early alongside the GTM team
• Help move technical deals forward alongside founders
• Build disciplined forecasting and pipeline hygiene
• Convert post-launch interest into signed contracts

Build the Commercial Function

• No premature structures — scale only when revenue justifies it
• Bring in AEs when pipeline can support quota; Solutions Engineers when technical load demands it
• Staff BDRs when outbound becomes repeatable; evaluate Demand Gen once inbound proves ROI

Drive Ecosystem and Marketplace Traction

• Ship documentation-first integrations to match and exceed competitor ecosystem presence
• Prioritize visibility in key developer tools and platforms
• Get listed and transactable on major cloud marketplaces
• Track and report marketplace-sourced revenue

Operationalize Partnership Revenue

• Own commercial follow-through on third-party and ecosystem deals
• Migrate customers cleanly; protect and retain revenue
• Build cross-sell pathways and ensure partner revenue is measurable and forecastable

WHAT SUCCESS LOOKS LIKE

• Clear ICP definition and repeatable messaging
• 50%+ of pipeline sourced from inbound and ecosystem channels
• Predictable pipeline reporting with consistent hygiene
• Post-launch product traction converted into ARR
• Predictable revenue flowing from both direct and channel sales
• Early influence on product differentiation roadmap

IDEAL BACKGROUND

• 8–12+ years in B2B infrastructure, cloud, storage, AI/ML, or developer tools
• Proven track record building pipeline from zero in an early-stage environment
• Comfortable selling technical infrastructure to engineering and executive buyers
• Strong operator — you measure before you scale and own outcomes, not just activities
• Experience with cloud marketplaces and integration-led growth a strong plus
• Scrappy, analytical, low-ego, high-ownership — you prefer execution over abstraction

WHY THIS ROLE

This is a rare opportunity to own commercial strategy at a technically credible organization with live product, real ecosystem traction, and a mission that matters. If you’ve built demand and revenue from zero at a technical startup — and you want real ownership in an exciting, fast-moving infrastructure environment — this role was designed for you.

The organization operates fully remote and supports a collaborative, globally distributed team.