Head of GTM

Mozilla.ai is building the decentralized, open-source AI infrastructure layer. We're building Otari, an open-source AI control plane that sits between developer applications and the LLM providers they depend on. Otari handles routing, API key management, budget enforcement, cost tracking, and guardrails in one place. It's backed by the Mozilla Foundation, a public benefit organisation with a 25-year record of building privacy-first technology. We're in beta and in the design partner validation phase. We're early-stage, with a clear commercial path and strong institutional backing. Our model moves from OSS adoption, to paying teams, to enterprise. We're looking for the person who will own that motion. About the role We are looking for a strategic, and hands-on Head of GTM to define and lead Otari's go-to-market function. This is a senior leadership role with broad ownership across growth, marketing, demand generation, sales pipeline development, commercial partnerships, and ecosystem engagement. You will help shape how Mozilla.ai and Otari engage with the AI industry, grow adoption, build strategic relationships, and establish a scalable go-to-market motion across developer, enterprise, research, and open-source ecosystems. You will translate market signals, customer needs, and ecosystem opportunities into growth initiatives, partnerships, and commercial outcomes. This role requires a builder mindset. We are looking for someone who can create structure, balancing strategic thinking with a willingness to execute directly. In the early stages, success will depend as much on rolling up your sleeves as on setting direction. The ideal candidate combines strong commercial and strategic instincts with a genuine understanding of technology, AI, and developer ecosystems. They are equally comfortable discussing product strategy with engineers, representing the company externally with customers and partners, and driving the execution required to turn early momentum into sustainable growth.

Key Responsibilities

Define and own Otari's go-to-market strategy across all three ICP segments: individual developers and small engineering teams (self-serve), mid-market VP Eng / CTO buyers (assisted), and enterprise (CTO + CISO, full sales motion) Build strategic partnerships across the AI, developer, enterprise, research, and open-source ecosystems Help shape the company’s external positioning, industry presence, and go-to-market direction Identify opportunities to increase product adoption, engagement, and community growth Bring market and ecosystem insights back into the product development process and competitive positioning Work closely with Product, Engineering, and Leadership to build and drive company strategy and prioritization Represent Mozilla.ai externally with customers, partners, investors, events, and industry stakeholders Support strategic conversations around monetization, product-market fit, and business opportunities Lead and grow a multidisciplinary team including Business Development, Sales, Developer Relations, Marketing, and Communications Build and evolve the organizational structure for this function over time Build and own the sales pipeline and commercial motion from the ground up About You Must haves: Proven experience leading strategic growth, partnerships, ecosystem development, or GTM initiatives within fast-paced global technology environments Strong ability to operate both strategically and hands-on in ambiguous and evolving environments Exceptional relationship-building, communication, and external stakeholder management skills Experience translating market, customer, and ecosystem insights into business and product strategy Experience working cross-functionally with Product, Engineering and Leadership teams Experience leading or mentoring multidisciplinary teams across technical and non-technical functions Strong experience working in remote-first international environments Ability to work effectively across time zones and collaborate asynchronously Willingness and availability to travel regularly for industry events, partner meetings, customer engagements, team gatherings, and strategic initiatives Experience scaling GTM or ecosystem functions Experience with developer platforms or technical products Experience building or scaling new teams and organizational functions Bonus points if you have… Strong existing network within the AI, developer, open-source, or enterprise (neocloud, hyperscaler, data infrastructure, etc) ecosystem Experience with open-source products or AI tooling Ideal candidates will combine strong business and strategic acumen with technical fluency, or technical expertise with strong commercial and go-to-market. Familiarity with EU enterprise buyers and compliance-driven purchasing (EU AI Act, GDPR) Experience with AWS or Azure Marketplace go-to-market programmes Why us We are more than just a company; we are a community of like-minded individuals driven by a shared passion for creating positive change in society through AI solutions. Purpose-Driven Mission: we are a mission-driven early stage company. If you are passionate about the transformative potential of AI and committed to ensure AI solutions that are trustworthy and responsible. Innovation & Impact: cutting-edge AI projects that have a real impact on people's lives. Collaborative Culture: Our team is globally distributing, fostering a collaborative and inclusive culture where everyone's input is valued. We make sure to meet in person several times a year to work together in a place in the world defined in advance. Remote work: We are a remote first team, distributed around the world. Since we do not have offices in all locations we partner with an Employer of Record. Compensation, Benefits and Perks Health Insurance 25 days of Paid Time-off per year One-time home office stipend 1,000 USD Annual professional development budget Annual well-being stipend of 3,500 USD Paid parental leave