Head of Enterprise GTM – Shelby Platform
Aptos Labs · United States
- Hybrid
- Full-time
- $250,000 / year
- United States
Job highlights
- Lead enterprise go-to-market for AI infrastructure.
- Drive early adoption and revenue for Shelby platform.
- Translate technical capabilities into business value.
- Build strategic partnerships and sales playbooks.
- Shape strategy and operations from the ground up.
About the role
About Aptos Labs
Aptos is a people-first blockchain on a mission to help billions of people achieve universal and fair access to decentralized assets in a safe and scalable way.
Founded by some of the original creators and maintainers that researched, designed, and built the Diem blockchain to serve this purpose, we have dedicated several years toward this mission. We believe the open-source Diem technology we have developed is an important foundation of a safe and scalable web3 world where everyone has more equitable opportunities to grow and access financial assets with lower fees and fewer intermediaries.
Aptos (Ohlone for "The People") encompasses our mission and ethos for why we build.
About Shelby Platform
Shelby is a high-performance object storage platform with a global namespace, purpose-built for AI and large-scale, data-intensive workloads. It enables organizations to store data once and access it from anywhere—bringing data closer to compute while delivering cloud-grade performance at significantly lower cost.
As AI infrastructure becomes increasingly distributed, organizations need data platforms that support training, inference, and global collaboration without complex or expensive data replication. Shelby’s “write once, read anywhere” architecture simplifies global data movement across regions, teams, and compute environments.
Designed for secure, high-throughput, read-optimized access patterns, Shelby plays a critical role across the AI data lifecycle—from data acquisition to model training to inference. The platform can also be deployed within select datacenters, enabling flexible, hybrid infrastructure strategies.
Shelby is built by a team with deep experience in large-scale infrastructure, distributed systems, and production-grade platforms.
The Role: Head of Enterprise GTM – Shelby Platform
We’re hiring a Head of Enterprise GTM to define and lead Shelby’s enterprise go-to-market motion from the ground up. This is a 0→1 role for someone who has taken complex AI, data, or cloud platforms and turned them into real enterprise adoption and revenue. You will translate Shelby’s technical capabilities into clear business value, land initial customers, and shape how the platform is understood and deployed within large organizations. You will operate as both a strategist and an operator—owning early revenue, building the narrative, and laying the foundation for a scalable enterprise motion.
Responsibilities
- Enterprise GTM Strategy: Define and execute Shelby’s positioning across AI infrastructure, data platforms, and distributed compute. Translate technical capabilities into clear enterprise use cases and ROI.
- Strategic Enterprise Sales: Own and close early lighthouse accounts. Lead complex, multi-stakeholder sales cycles across technical and executive buyers within large organizations.
- Platform Commercialization: Turn Shelby from a technical platform into a clear enterprise solution by shaping use cases, pilots, and adoption pathways.
- Partnerships & Ecosystem: Develop relationships with AI, cloud, and infrastructure partners to accelerate adoption and expand Shelby’s footprint.
- Cross-Functional Leadership: Work closely with product and engineering to align customer needs with roadmap, positioning, and deployment strategy.
- Build the Motion: Establish early playbooks, define ICPs, and build toward a repeatable enterprise sales engine.
What We’re Looking For
- 10+ years in enterprise GTM, sales, or partnerships across AI, data, cloud, or infrastructure.
- Experience at platforms like Google Cloud, Microsoft, or Salesforce preferred.
- Proven ability to take complex technical platforms from early stage to enterprise adoption.
- Strong track record selling into Fortune 500 environments with multi-stakeholder complexity.
- Ability to engage both technical and executive audiences and translate platform capabilities into business outcomes.
- Experience operating in ambiguous, zero-to-one environments.
- Strong communication, storytelling, and deal execution skills.
Why Shelby
- Define how a next-generation AI infrastructure platform is brought to market.
- Own enterprise adoption from first customer to scaled growth.
- Work at the intersection of AI, data, and distributed compute.
- Partner with a team building category-defining technology.
Our Benefits
- 100% insurance premium coverage for medical, dental, and vision for you and your dependents (US Employees).
- Equipment of your choice.
- Flexible vacation time, 11 holidays, and floating company days off.
- Competitive Salary.
- Protocol Token Grants.
- 401k matching (US Employees).
- Fun and inclusive in-person and digital events.
Equal Opportunity Employer
Aptos is committed to diversity in the workplace, and we’re proud to be an Equal Opportunity Employer. We do not hire on the basis of race, color, religion, creed, gender, national origin, citizenship, age, disability, veteran status, marital status, pregnancy, parental status, sex, gender expression or identity, sexual orientation, or any other basis protected by local, state or federal law. All employment is decided based on qualifications, merit, and business need.
Hiring Process Security
We are committed to providing a safe and secure hiring process for all applicants. Unfortunately, there are individuals who may attempt to impersonate Aptos or our employees for fraudulent purposes.
- To Protect Yourself, Please Be Aware Of The Following:
- We will never ask you for payment of any kind during the application or onboarding process, including fees for background checks, training, or equipment.
- We will always communicate with you using our official company email domain.
- We will never request your personal financial information, such as your social security number or bank account details, during the initial application stages or via email or a video/voice call when onboarding.
Key skills/competency
- Enterprise GTM Strategy
- AI Infrastructure
- Data Platforms
- Distributed Compute
- Strategic Sales
- Platform Commercialization
- Partnerships
- Ecosystem Development
- Cross-Functional Leadership
- Sales Engine Development
Skills & topics
- Head of Enterprise GTM
- Go-to-Market Strategy
- Enterprise Sales
- AI Infrastructure
- Data Platforms
- Cloud Computing
- Blockchain
- Web3
- Product Commercialization
- Partnerships
How to get hired
- Tailor your resume: Highlight your experience in enterprise GTM, AI, data, or cloud platforms, emphasizing Fortune 500 sales and zero-to-one environments.
- Showcase platform commercialization: Detail your success in turning technical platforms into adopted enterprise solutions with clear ROI.
- Demonstrate strategic sales skills: Provide examples of closing lighthouse accounts and managing complex, multi-stakeholder sales cycles.
- Prepare for behavioral questions: Be ready to discuss your experience in ambiguous environments and your ability to engage technical and executive audiences.
- Research Aptos Labs and Shelby: Understand their mission, technology, and market positioning in AI infrastructure.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the Head of Enterprise GTM role at Aptos Labs responsible for?
- The Head of Enterprise GTM at Aptos Labs is responsible for defining and leading the go-to-market strategy for the Shelby platform, an AI infrastructure solution. This involves translating technical capabilities into business value, acquiring early customers, building the sales narrative, and establishing foundational playbooks for enterprise adoption.
- What kind of experience is Aptos Labs looking for in a Head of Enterprise GTM candidate?
- Aptos Labs seeks candidates with over 10 years of enterprise GTM, sales, or partnerships experience, particularly in AI, data, cloud, or infrastructure. Experience with platforms like Google Cloud, Microsoft, or Salesforce, a track record of selling to Fortune 500 companies, and experience in zero-to-one environments are highly valued.
- How does Aptos Labs approach diversity and inclusion in hiring for the Head of Enterprise GTM role?
- Aptos Labs is committed to diversity and inclusion and is an Equal Opportunity Employer. Hiring decisions for the Head of Enterprise GTM role, and all positions, are based on qualifications, merit, and business needs, without regard to protected characteristics.
- What are the key benefits offered for the Head of Enterprise GTM position at Aptos Labs?
- Benefits for the Head of Enterprise GTM role include 100% insurance premium coverage (medical, dental, vision) for employees and dependents (US), choice of equipment, flexible vacation, competitive salary, protocol token grants, and 401k matching (US).
- How can I ensure my application stands out for the Head of Enterprise GTM role at Aptos Labs?
- To make your application stand out for the Head of Enterprise GTM role, emphasize your experience in launching and scaling enterprise go-to-market strategies for complex technical platforms, especially in AI or data infrastructure. Highlight your ability to drive revenue, manage C-suite relationships, and build sales engines from scratch within zero-to-one environments.
- What is the Shelby platform, and why is it important for Aptos Labs?
- The Shelby platform is a high-performance object storage solution designed for AI and large-scale data-intensive workloads. It's crucial for Aptos Labs as it provides a scalable and cost-effective infrastructure for AI training and inference, supporting global data access and collaboration, which aligns with Aptos' mission of broader access to decentralized technologies.
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