Director of Partnerships
•Ottimate· 1d
💼 Sales⏰ Full-time👔 Executive🇺🇸 USA
1d ago
LiveKit·about 1 month ago
LiveKit is building the infrastructure layer for the voice-driven era of computing. Our platform gives developers everything they need to build, test, deploy, scale, and observe agents in production. Founded in 2021, LiveKit powers voice AI applications for OpenAI, xAI, Salesforce, Coursera, Spotify, and thousands of others, collectively facilitating billions of calls each year.
obsessed with making the best product for our customers.
are known as the go-to person for tackling tough problems
work hard and can build and ship fast
focused on polish, detail and quality
are a fast learner, frequently picking up new tips, tricks, and skills.
The best way to impress us is with thoughtful ways you’d implement LiveKit, and potentially tinkering with it 😊
You’ll build and lead our Enterprise sales motion. This is a first-time hire for this role: you’ll define how we sell into complex orgs—multi-stakeholder deals, security/compliance, procurement, and long-cycle execution—then build a team that can consistently land and expand enterprise customers.
What You’ll Do
Build the Enterprise GTM motion: account strategy, multi-threaded discovery, mutual close plans, and executive alignment.
Manage and coach enterprise AEs on complex deal execution: qualification, stakeholder mapping, competitive strategy, and negotiation.
Partner with Solutions Engineering, Product, and Security/Compliance stakeholders to run technical evaluations and unblock risk.
Build forecasting rigor for longer-cycle deals (stage definitions, exit criteria, inspection of deal health).
Establish standards for enterprise readiness: procurement workflows, legal/security coordination, pricing approvals, and handoff to CS.
Recruit and ramp an Enterprise team as we scale.
Proven experience managing quota-carrying Enterprise reps and driving performance in complex, multi-stakeholder cycles.
Demonstrated ability to build teams: hiring, developing talent, setting a high bar, and creating scalable operating rhythms.
Strong enterprise deal leadership: multi-threading, exec-level storytelling, negotiation, and navigating procurement/security.
Operational excellence: forecast accuracy, deal inspection, CRM rigor, and crisp communication.
Comfort in a startup environment—resourceful, hands-on, and willing to build from scratch.
Experience selling technical platforms (API/infra/devtools) into product, engineering, and security stakeholders.
Background building outbound motions and account-based plays from limited resources.
Familiarity with usage-based or PLG-adjacent enterprise conversion patterns.
Ability to define the enterprise playbook from day one: process, talent bar, and how we win deals.
High ownership and direct impact on revenue trajectory and customer footprint.
An opportunity to build something truly impactful to the world
Contribute to open source alongside world-class engineers
Competitive salary and equity package
Health, dental, and vision benefits
Flexible vacation policy