GTM & Commercial Lead

It's fun to work in a company where people truly BELIEVE in what they are doing!

We're committed to bringing passion and customer focus to the business. GTM & Commercial Lead - GenAI Products (SR-34739) Fractal is a strategic AI partner to Fortune 500 companies with a vision to power every human decision in the enterprise. Fractal is building a world where individual choices, freedom, and diversity are the greatest assets. An ecosystem where human imagination is at the heart of every decision. Where no possibility is written off, only challenged to get better. We believe that a true Fractalite is the one who empowers imagination with intelligence. Fractal has been featured as a Great Place to Work by The Economic Times in partnership with the Great Place to Work® Institute and recognized as a ‘Cool Vendor’ and a ‘Vendor to Watch’ by Gartner.

Please visit Fractal | Intelligence for Imagination for more information about Fractal

Location: New York / New Jersey

Note: This position is not eligible for Immigration Sponsorship at this time. Responsibilities

• Lead go-to-market strategy for Fractal’s new GenAI products from MVP launch through scale-up, focusing on customer acquisition and licensing revenue growth.
• Collaborate closely with Product, Engineering, and Customer Success teams to position the MVP with early design partners and strategic accounts.
• Develop and execute commercial models for SaaS subscription + usage-based licensing to meet or exceed quarterly and annual revenue targets.
• Lead, recruit, and develop a high-impact sales and GTM team to drive scalable market penetration and sustained ARR growth.
• Build multi-threaded relationships across client organizations — from Brand, R&D, and Supply-Chain leadership to CIO/CTO/CFO becoming a trusted advisor on how the product can accelerate concept-to-shelf timelines and improve in-market execution.
• Shape pipeline generation programs in partnership with Marketing, including vertical-specific campaigns, events, and analyst outreach.
• Drive contract negotiations, licensing agreements, and commercial terms in alignment with Fractal’s strategic and financial objectives.
• Conduct competitive and market analysis to refine positioning, pricing, and GTM tactics, ensuring differentiation in the CPG AI space.
• Manage pre-sales cycles, from discovery and solution mapping to pilot scoping and value proposition articulation.
• Establish sales playbooks for expansion once MVP traction is proven.

Success Profile

• Proven track record of commercializing early-stage AI/SaaS products, ideally in the CPG or Retail technology ecosystem.
• Ability to translate complex AI capabilities into business outcomes and compelling commercial offers.
• Skilled at negotiating enterprise SaaS + usage licensing deals and managing complex stakeholder environments.
• Adept at running design-partner and pilot-to-scale motions with a focus on rapid learning and ARR growth.
• Comfortable working in fast-paced, ambiguous environments, balancing near-term revenue with long-term market creation.
• Strong storytelling and presentation skills, with the ability to engage both technical and business C-level executives.
• Highly collaborative with product and delivery teams while maintaining a hunter mindset for new business.

Qualifications And Skills

• 12+ years in enterprise technology sales, business development, or GTM leadership, with at least 5 years in AI, SaaS, or advanced analytics.
• Demonstrated success in driving customer acquisition and closing high-value licensing agreements.
• Experience in CPG, Retail, or adjacent industries with a strong understanding of brand management, product innovation cycles, and supply-chain execution.
• Strong commercial acumen; able to design and optimize pricing, packaging, and licensing structures for ARR and usage revenue.
• Excellent written, verbal, and presentation skills.
• Bachelor’s degree required; MBA or advanced degree preferred.
• Self-starter with a can-do attitude and appetite for rapid growth.

Pay The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Fractal, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is: $150,000 - $234,000 . In addition, for the current performance period, you may be eligible for a discretionary bonus.

Benefits As a full-time employee of the company or as an hourly employee working more than 30 hours per week, you will be eligible to participate in the health, dental, vision, life insurance, and disability plans in accordance with the plan documents, which may be amended from time to time. You will be eligible for benefits on the first day of employment with the Company. In addition, you are eligible to participate in the Company 401(k) Plan after 30 days of employment, in accordance with the applicable plan terms. The Company provides for 11 paid holidays and 12 weeks of Parental Leave. We also follow a “free time” PTO policy, allowing you the flexibility to take time needed for either sick time or vacation.

Fractal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

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