市场进入团队成员
Member of Go-to-Market Staff
### 关于 Liquid AI
Liquid AI 是一家成立三年的基础模型公司，由 MIT 计算机科学与人工智能实验室（CSAIL）孵化而来。我们构建通用型 AI 系统，使高级 AI 能够在任何地方运行——从手机、汽车、笔记本电脑到卫星和本地基础设施——无需互联网。我们正在快速扩张，需要优秀的人才帮助我们实现目标。
### 机会介绍
我们正在招聘一位 GTM 全面型人才，帮助 Liquid 不断壮大的业务团队将我们的技术模型领导力和早期企业进展转化为可重复的市场进入策略，通过负责一系列关键业务活动来推动。
你将建立我们的外部推广策略以及支持管道生成的自动化层。你将主导交易并负责客户关系。你将通过收集客户反馈来帮助我们塑造产品开发并推出新解决方案，这些反馈将影响我们构建的内容和定位方式。你将利用对市场和客户需求的理解，制定增长计划，并与市场团队合作执行。你在这项工作中的时间分配将根据业务需求每季度调整，你将拥有判断力和自主权来决定如何集中时间和精力。
这是一个范围广泛、影响力大的角色。你将直接与我们的创始人、业务负责人、解决方案负责人以及市场和销售负责人合作，塑造一家基础模型公司的市场进入方式，并负责所有决策所涉及的部分。这个职位将为你提供比 Liquid 公司内或行业内几乎所有其他职位更广泛的参与度。
### 工作内容
- 通过冷电话、高度定制化的邮件推广、LinkedIn 和创意挖掘，在目标客户中建立合格的销售线索。
- 识别并接触技术及业务相关方，包括工程负责人、AI/ML 团队、产品负责人和高管。
- 进行深入的早期阶段资格评估对话，确定是否存在真正的契合点，以及哪些地方不应浪费时间。
- 与我们的销售和合作伙伴团队紧密合作，制定账户策略、信息传递、沟通顺序和交接质量。
- 在有用的时候参与主动交易周期，特别是为了捕捉能提升未来销售线索生成和资格评估的学习经验。
- 从一线获取市场洞察：客户的异议、有共鸣的语言、竞争对手模式、使用场景趋势以及应影响我们战略的信号。
查看英文原文
### About Liquid AI
Liquid AI is a 3-year-old foundation-model company spun out of MIT’s Computer Science and Artificial Intelligence Laboratory (CSAIL). We build general-purpose AI systems that enable advanced AI to run anywhere–from phones, cars, and laptops to satellites and on-prem infrastructure–with no internet required. We are scaling rapidly and need exceptional people to help us get there.
### The Opportunity
We are hiring a GTM generalist to help Liquid’s growing business team turn our technical model leadership and early enterprise traction into a repeatable go-to-market motion by owning a portfolio of critical business activities.
You will build our outbound motion and the automation layer that enables pipeline generation to scale. You will lead deals and own customer relationships. You will help us shape product development and launch new solutions by gathering customer feedback that shapes what we build and how we position it. You will leverage your understanding of the market and customer needs to create growth initiatives and partner with marketing to execute them. How you will spend your time across these activities will shift quarter to quarter based on what the business needs, and you have both the judgement and autonomy to decide how to focus your time and energy.
This is a broad, high-leverage role. You will work directly with our founders, Head of Business, Head of Solutions, and marketing and sales leads to shape how a foundation model company goes to market and then own a piece of everything that decision touches. This role will give you more surface area than almost any other at Liquid and in the industry.
### The Work
- Build qualified pipeline across target accounts through cold calls, highly tailored email outreach, LinkedIn, and creative prospecting.
- Identify and engage technical and business stakeholders, including engineering leaders, AI/ML teams, product leaders, and executives.
- Run thoughtful early-stage qualification conversations to determine where there is real fit and where we should not spend time.
- Partner closely with our sales and partnerships teams on account strategy, messaging, sequencing, and handoff quality.
- Step into active deal cycles when useful, especially to capture learnings that improve future pipeline generation and qualification.
- Surface market insight from the front lines: objections, language that resonates, competitor patterns, use-case trends, and signals that should shape our positioning.
- Help define our qualification criteria and handoff standards so that pipeline quality stays high as we scale.
- Build the outbound playbook from scratch: target account strategy, messaging frameworks, channel mix, sequencing, and operating cadence.
- Maintain rigorous CRM discipline from day one so we can learn quickly and build on real data.
### Desired Experience
**Must have:**
- 4–6 years of GTM experience in B2B software, developer tools, infrastructure, or a similarly technical product category, with at least part of that time at an early-stage company.
- Evidence of range, not just tenure. For example, you’ve held multiple types of GTM roles or moved from consulting into a GTM role.
- Experience being directly accountable for revenue: this includes pipeline generation, quota-carrying roles, and/or strategic BD where you drove commercial results.
- Experience prospecting or selling into technical personas such as engineers, data scientists, CTOs, Heads of AI/ML, or technical founders.
- Fluency with modern GTM tooling, including at least one example of a workflow or automation you built yourself.
**Nice-to-have:**
- Experience in a Series A-C or other early-stage environment.
- Familiarity with AI/ML concepts or experience selling into technical infrastructure buyers.
- Experience using qualification frameworks such as MEDDIC, BANT, or similar.
### Who You Are
We’re looking for someone who is excited by the idea of helping build a go-to-market motion from the ground up. The strongest candidates will bring:
- **Proof of range:** you enjoy and are effective across pipeline development, deal work, customer engagement, and growth campaigns.
- **A builder mindset:** you do not need a finished playbook. In fact, helping create one is a major part of the appeal of this role.
- **Excellent written communication skills:** you enjoy writing and have the skills and judgement to craft materials that are relevant, specific, and worth reading / responding to.
- **Persistence and consistency:** you understand that outbound is a game of iteration, signal gathering, and sustained effort.
- **Curiosity and coachability:** you learn quickly from calls, reply patterns, objections, and feedback from the team.
- **Commercial judgement:** you know the difference between activity and progress, and you care about pipeline quality, not just volume.
### What Success Looks Like (Year One)
- **Pipeline:** you generate a meaningful share of qualified pipeline, and the automated systems you built create opportunities without constant manual effort.
- **Deals:** you have closed revenue you sourced or carried, and the customer relationships you own are strong and expanding.
- **Market testing:** leadership decisions about new initiatives cite customer feedback you gathered, and product and positioning have changed for the better because of it.
- **Growth:** campaigns you scoped have been executed with marketing and produced measurable results.
- The GTM playbook (targeting, messaging, qualification, campaign process) is better documented, more automated, and more repeatable than when you arrived.
### What We Offer
- **Build our commercial engine:** This role shapes how Liquid AI sells, not inheriting someone else’s playbook. The work directly determines whether our technology reaches the market.
- **Compensation:** Competitive base salary + variable compensation with equity in a unicorn-stage company
- **Health:** We pay 100% of medical, dental, and vision premiums for employees and dependents
- **Financial:** 401(k) matching up to 4% of base pay
- **Time Off:** Unlimited PTO plus company-wide Refill Days throughout the year