Hyperscalers & Commercial Lead

Job description

About Us: Articul8 was born from a simple belief: GenAI should work for the enterprise, not the other way around. Our platform — combining domain-specific models, autonomous agentic reasoning (ModelMesh™), reliable model evaluation (LLM-IQ™), and multimodal understanding — serves regulated industries such energy, semiconductor, finance, aerospace, supply chain, and more. Trusted by Fortune 500 enterprises, we bring together research, engineering, product, and domain expertise to deliver AI that meets the accuracy, explainability, and auditability standards that high-stakes environments demand. Job Description We are seeking an experienced Technology focused Business Leader to join our Hyperscalers and Commercial organization. As a Hyperscalers and Commercial Lead, you will play a critical role in scaling our Generative AI (GenAI) products and services by developing and executing technology driven business strategies. You will ‘Get Stuff Done’ for your Customers and Partners by working closely with cross-functional teams, including Product Management, Engineering and Marketing to drive customer adoption, revenue growth, brand recognition and market share expansion. Key Responsibilities: - Pre-Sales Leadership - Identify and qualify opportunities, providing product, business and technical expertise throughout the sales cycle. - Conduct engaging product demonstrations, technical deep dives, and Product Scale Pilots to showcase Articul8’s platform capabilities. - Engage with partners/customers to understand their needs and craft tailored sales enablement materials and solutions leveraging Articul8’s suite of GenAI products. - Collaborate with customer success, product and engineering functions of the company to create compelling technical proposals, architecture diagrams, and business value proposition that address customer pain points. - Market Growth, Revenue Generation and Deal Closing - Identify and drive Enterprise Market Growth through scale partnerships and strategic Lighthouse Customers - Identify and drive Market Growth in the Energy/Utilities, Automotive, Manufacturing, Supply Chain and Logistics industry domains - Take ownership of the end-to-end sales process, from lead qualification to deal closure. - Meet or exceed commercial targets by identifying new opportunities and converting leads into customers. - Negotiate contracts, pricing, and terms, ensuring alignment with both customer goals and Articul8’s objectives. - Proactively manage a pipeline of opportunities, leveraging CRM tools to track progress and forecast revenue. - Coordinate with internal teams (product, engineering, operations, customer success) to ensure closing of deals. - Account Leadership - Serve as the primary point of contact and trusted advisor for assigned accounts, building long-term relationships with key stakeholders. - Manage account activation, ensuring smooth onboarding, training, and initial implementation of Articul8 solutions. - Lead account strategies, identifying upsell and cross-sell opportunities to expand adoption and drive revenue growth. - Technical Partnerships with Hyperscalers, Technology Players, Solution Integrators (SIs) and Domain Partners - Identify and develop partnerships with hyperscalers (Eg: AWS, Azure, GCP, OCI), Technology Players (Eg: Intel, Nvidia, Qualcomm, Snowflake, Databricks) SIs (Eg: Cognizant, L&T, Tech Mahindra) and other domain/industry partners to advance Articul8’s product differentiation - Establish technical/domain partnerships with industry associations to drive Articul8’s product relevance for targeted industries through development of domain specific AI models - Collaborate with partners to design joint solutions, co-market offerings, and co-sell into mutual accounts. - Act as a techno-business liaison, ensuring seamless collaboration between Articul8 and its ecosystem partners. - Stay updated on partner technologies, providing recommendations for integration opportunities and go-to-market (GTM) strategies. - Provide training and support to ensure partner evangelists are equipped to effectively position our GenAI products and services for adoption. - Device one-to-many scale mechanisms to accelerate customer out-reach through partners - Product Feedback - Be the voice of Customers and Partners by gathering feedback during pilot and at-scale deployments and feeding that back into the Product and Engineering teams. - Executive influence - Pitch, present and influence Enterprise C-level executives to accelerate their GenAI adoption with Articul8’s Products - Legal - Drive legal requirements completion as part of engaging with Customers and Partners. This includes but not limited NDAs, MoUs, SoWs etc. Comprehend the rapidly evolving GenAI Ethical, Security Policies and Regulatory landscape (Eg: GDPR) as part of building and scaling GenAI Products and services globally. Requirements - Bachelor's degree in Computer Science, Engineering, Business Administration, or a related field. - 10+ years of experience in customer facing technology leadership roles, in AI/hi-tech industry. - Experience working in Start-Ups and scaling the business - Experience with closing multi-million dollars SaaS deals - Experience with technical sales and Partner enablement - Proven track record of pre-sales and revenue generation. - Strong understanding of AI and machine learning concepts, including GenAI. - Excellent communication, presentation, and interpersonal skills. - Ability to work effectively in a fast-paced, dynamic environment. - Strong analytical and problem-solving skills. Preferred Qualifications: - Master’s degree in Computer Science, Engineering, Business Administration, or a related field. - GenAI knowledge of industry-specific trends and challenges. - Pricing expertise, especially SaaS and Enterprise software products - Experience working on Enterprise Appliance products (such as Nvidia DGX Platform, etc) Professional Attributes (Code42): - Practice Humility: You ask questions even when you think you know the answer. You seek feedback early, learn from anyone regardless of title, and treat every experiment — especially the failures — as data. - Bias for Outcomes: You measure your work by what changed, not what you tried. You ship results, not slide decks. When a deadline is real, you find a way. - Care Deeply: You treat every problem as yours to solve. You review your own work with the rigor you'd want from a reviewer. You help teammates without being asked. - Dare to Do the Impossible & Embrace Scarcity: You set goals that make you uncomfortable. When told something can't be done, you find a way or a better question. Constraints sharpen your thinking, not slow it down. - Build a Better World: You believe AI should make things meaningfully better for real people. You hold yourself accountable not just for whether your model works, but for what it does in the world. If you're ready to join a team that's changing the game, apply now to become a part of the Articul8 team.