The posting
WHO WE ARE
Eliza is a technology services company and Advanced-tier OpenAI partner that's dedicated to helping organizations build and deploy cutting-edge AI solutions. From generative AI and custom LLM integrations to predictive analytics and intelligent automation, we work across industries to bring real-world AI applications to life. Our projects combine deep technical expertise with hands-on client collaboration to solve high-impact problems.
THE SHAPE OF THE ROLE
You're a go-to-market leader building Eliza's direct channel: finding, qualifying, shaping, and closing new logo engagements, then carrying them through phased scopes that grow. You carry a full book across direct outbound, private equity portfolios, and the OpenAI channel. You report to the Chief Commercial Officer and work alongside the Growth and Strategic Partnerships team, who open the doors. Ultimately, you hunt strategically and focus heavily on relationship building within the OpenAI Services Partnership, the private equity relationships, the brand and the events. Your job is what happens after the door opens. Today that work is carried by the Chief Commercial Officer and the VP of Growth and Strategic Partnerships on top of their own mandates, and the pipeline the partnership motion produces has outgrown what two executives can personally qualify, scope, and close. Deals move slower than they should, and good opportunities don't always get the discovery they deserve. That's the gap this role fills.
A few things are unusual here. This is a flat team, not a hierarchy. No one reports to you and there's no SDR bench feeding you. You source, you run discovery, you write the scope, and you share what works with the people around you doing the same job next to you. The deal doesn't end at signature either. You co-author the statement of work with the engineers who will deliver it, and you're accountable for whether it lands on time and on margin, because at Eliza the person who sells the work is on the hook for whether it was the right work to sell.
Two things to know: First, we're an AI-native firm and we work that way internally. This team is built with talent density, not a large quantity of quota carriers, because we expect you to use AI tools aggressively across everything you do, from account research and proposal drafting to SOW writing, pipeline reporting, and deal prep. If AI isn't already core to how you work, this role will feel impossible. Second, this is a fast-paced, high-ownership environment. You'll get outcomes, not instructions. Priorities shift quickly, ambiguity is constant, and the bar is high. If you want a structured role with a predictable rhythm, this isn't it.
KEY RESPONSIBILITIES
1. DIRECT-CHANNEL NEW LOGO ACQUISITION
- Own go-to-market execution for new logos across your book in the direct channel: build and work your target account list, run outbound, and convert inbound and partner-sourced interest into qualified opportunities.
- Run the full deal cycle from first conversation through signed statement of work, and own your forecast.
- Set the qualification bar. Kill opportunities that don't fit how Eliza delivers before they consume engineering time.
2. PRIVATE EQUITY PORTFOLIO DEVELOPMENT
- Partner with private equity firms to map business development opportunities across their portfolio companies: which companies, which operational problems, and in what sequence.
- Turn portfolio maps into active pipeline: sponsor-introduced conversations with portfolio company executives that lead to discovery and scoped work.
- Build repeatable plays for how Eliza shows up to a sponsor's operating partners, and for how a win at one portfolio company becomes the reference for the next.
3. OPENAI CHANNEL OPPORTUNITY ADVANCEMENT
- Work closely with Eliza's OpenAI channel partnership to qualify and advance the high-value opportunities it surfaces.
- Own each opportunity that lands with you: joint discovery with the partner's team, the commercial path, and the scope.
- Feed signal back into the partnership on which opportunities fit, which didn't, and why, so the channel gets sharper over time.
4. DISCOVERY AND USE CASE DEFINITION
- Drive process discovery with prospective clients so Eliza commits only to high-signal opportunities that fit the Eliza way of delivery.
- Work cross-functionally with AI deployment and Forward Deployed Engineering counterparts to define use cases, assess feasibility, and agree on what will be built before it's sold.
- Act as the executive voice in the room with client sponsors while your engineering counterparts go deep on the workflow.
5. SCOPING AND STATEMENTS OF WORK
- Co-author statements of work with delivery counterparts, with best-in-class technical writing and well-defined project components, deliverables, assumptions, and success measures.
- Hold every scope you sell accountable to on-time and on-margin delivery: price it right, sequence it right, and write it so the engineers who pick it up don't have to guess.
- Raise the bar on scope quality with your two peers over time, with shared templates, language, and pricing logic that make the next SOW faster and tighter than the last.
6. PHASED ENGAGEMENTS AND ACCOUNT EXPANSION
- Structure phased scopes of work: enablement engagements that build client fluency and trust first, followed by custom solution builds as the relationship earns them.
- Own upsell and cross-sell within the accounts you've opened. Identify the next use case, shape it, and scope it while the first phase is still delivering.
- Keep an active view of expansion potential across your book and prioritize it alongside net-new work.
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TO BE SUCCESSFUL, WE EXPECT SOMEONE TO HAVE…
- 10+ years selling complex services or solutions to enterprise buyers, with a track record of closing six- and seven-figure engagements with new logos, ideally in technology consulting, systems integration, or AI and data services.
- Real experience working with private equity firms and their portfolio companies. You know how sponsors think about value creation and how to get from an operating partner introduction to a scoped engagement.
- Experience working a partner channel (a platform, hyperscaler, or ISV partnership) to source, qualify, and co-sell opportunities, and the judgment to know which ones to pursue.
- Statements of work you've written yourself. Best-in-class technical writing is a requirement here, not a nice-to-have: scope language precise enough that engineers can build from it and procurement can sign it.
- Enough technical depth to run discovery credibly with engineers and client operators. You understand what LLMs, agents, and automation can and can't do in a real workflow, and you can spot a bad-fit use case early.
- AI tools embedded in how you work. Show us how you use them to research accounts, draft and sharpen proposals and SOWs, prep for discovery, and run your pipeline, and how they let you produce more, faster, at higher quality.
- A track record of owning outcomes, not tasks. You've carried a number, you've missed one and fixed it, and you don't need a playbook handed to you to go build pipeline.
- Comfort with travel for client, partner, and sponsor meetings. This role is remote in the US.
AND MAYBE…
- Time on the delivery side. You've been a consultant, solutions architect, or forward deployed engineer, and you know what a bad scope feels like from the inside.
- An existing network across private equity operating partners or portfolio company executives.
- Prior experience inside an OpenAI, Anthropic, Microsoft, AWS, or Google partner program.
- You've built a go-to-market motion from zero at a boutique or early-stage services firm.
WHAT WE OFFER
- Competitive base salary, variable compensation tied to what you close and what we deliver, and equity.
- Remote work anywhere in the US, with travel when a deal or a partner needs you in the room.
- A direct seat with the Chief Commercial Officer and the executive team, and a real voice in how Eliza goes to market.
- An Advanced-tier OpenAI partnership that is a live channel, not a logo on a slide.
- A Forward Deployed Engineering bench that builds what you sell, so the scope you write becomes something you can point to.
- Full ownership of your book from day one, and a hand in defining how go-to-market at Eliza works alongside two peers doing the same.
