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Trajectory is hiring a Member of Business Staff to help build the business around its continual-learning platform for AI model post-training. You will work directly with the founders across go-to-market strategy, customer success, pricing, partnerships, and business operations.
The role spans multiple critical business functions:
**Customer Success & Expansion**: Own relationships with design partners through excellent preparation and follow-through. Run timelines, meeting cadences, onboarding, and cross-functional coordination. Track customer usage and feedback to identify blockers and inform product planning. Build lightweight support, renewal, and expansion processes. Distinguish customer-specific requests from reusable product capabilities.
**Pricing & Business Model**: Run price discovery with customers to understand budgets and buying decisions. Help design pricing and packaging across platform access, training, evaluation, inference, and outcomes. Structure and negotiate pilots, contracts, credits, and renewals. Build financial models connecting customer value, compute costs, product usage, and long-term economics.
**Strategic Partnerships**: Develop partnerships with model providers, cloud vendors, data partners, and distribution channels. Lead opportunities with cloud providers, inference platforms, and ecosystem partners. Negotiate commercial terms, credits, co-marketing, and customer-referral structures while protecting Trajectory's direct relationships and strategic leverage.
**Positioning & External Communications**: Sharpen how Trajectory explains its product, market, and differentiation. Help define language for the continual-learning category. Turn technical research and customer outcomes into blog posts, case studies, launch announcements, and website copy. Build and manage editorial calendars. Partner on events, technical storytelling, and sales enablement.
**Go-to-Market Motion**: Define ideal customer profiles and build target-account maps. Own pipeline management, qualification, and deal momentum. Develop the sales process from first conversation through technical evaluation and expansion. Create systems and metrics for conversion, adoption, retention, and expansion.
**Discovery & Pre-Sales**: Develop deep understanding of each customer's technical constraints and business goals. Diagnose where model improvements create value. Translate capabilities into clear proposals, decks, and decision documents. Define success criteria for pilots and ensure credible paths to production.
**Required Qualifications & Traits**:
- Systems thinker who turns ambiguous goals into clear decisions, processes, and execution
- Intellectually curious with ability to develop real understanding of technical products, model training, evaluations, agents, and infrastructure
- Exceptional writer and editor who can make complex technical work precise, compelling, and memorable
- Clear communicator with technical founders, researchers, product leaders, and executives
- Strong commercial judgment without conventional salesperson behavior
- Highly proactive and low ego
- Excellent at customer discovery; can separate stated requests from underlying problems and business value
- Able to operate across strategy and details—defining markets, writing decks, negotiating contracts, fixing processes
