Head of GTM Engineering

Sharon AI, Inc; Sydney; Hybrid; AUD 210.000 - 320.000; Vollzeit

Benefits dieser Stelle

Hybrid working

Birthday leave

Employee Assistance Program (EAP)

Learning & development

Novated leasing

Zusammenfassung

Sharon AI, an Australian neocloud provider, is seeking a Head of GTM Engineering in Sydney. You will lead Sales Engineering and Technical Account Management, ensuring each deal is technically qualified, deliverable, and commercially defined.

The role interfaces with Product, Engineering and Legal to translate market demand into robust product direction. You will shape SE capability, govern the deal process, and drive customer value from onboarding to renewal while aligning with the company’s GTM

Qualifikationen

• 12+ years in technical pre-sales, solution architecture or technical account management, including 5+ years leading SE and/or TAM teams.
• Deep knowledge of cloud and data centre infrastructure, GPUs, networking, storage and orchestration.
• Proven record of qualifying and closing complex enterprise infrastructure deals with multi-year values.
• Experience building SE capability at scale: enablement programs, assets and performance management.
• Strong commercial literacy: MSAs, service orders, SLAs, take-or-pay and committed-consumption structures.

Aufgaben

• Lead SE operating model and governance across segments and territory; manage hand-offs between Sales, Delivery and TAM.
• Build a capability framework for technical depth, discovery, solution design and commercial acumen.
• Recruit, develop and retain a high-performing SE team with clear career paths.
• Own technical qualification in the sales process (MEDDPICC elements).
• Ensure proposed solutions are deliverable within current capability or committed roadmap; avoid unapproved commitments.
• Lead solution design and technical reviews for strategic opportunities and chair the technical gate.

Kenntnisse

Technical pre-sales

Solution architecture

Technical account management

Leadership

Ausbildung

Engineering or Computer Science degree

Tools

HubSpot CRM

Jobbeschreibung

Sydney, NSW (hybrid), with travel across ANZ and APJ

About Sharon AI

Sharon AI is an Australian neocloud, delivering trusted AI infrastructure organisations need to build, train and run AI at scale. We support customers across the full AI lifecycle, from training through to inference and agentic AI, drawing on a strong ecosystem of technology and co-location partners to deliver capability where it's needed. As the first neocloud to join NVIDIA's AI Compute Program, we're growing quickly, scaling our AI Factory platform to meet rising demand for advanced compute.

The Role

The Head of GTM Engineering leads SharonAI's technical go-to-market function, owning the Sales Engineering (SE) and Technical Account Management (TAM) teams. The role ensures every deal we win is technically qualified, deliverable against our product roadmap and commercially well defined, and that every contracted customer realises full value from their deployment.

This role is the technical conscience of the revenue organisation. It exists to protect three things: the quality of the pipeline, the deliverability of what we sell, and the lifetime value of what we have already contracted.

The Head of GTM Engineering is a peer to the Heads of Customer Success, Account Management and Growth and the VP of Marketing within GTM, and works across Product Management, Architecture, Delivery, Product Engineering and Legal. The role translates customer and market demand into product direction, and translates product capability into accurate, defensible commercial commitments.

What You'll Be Doing

Sales engineering capability uplift

• Define the SE operating model: role levels, engagement rules, coverage by segment and territory, and the hand-offs between Sales, SE, Delivery and TAM.
• Build a capability framework covering technical depth (GPU compute, networking, storage, orchestration, workload advisory), discovery, solution design, demonstration and commercial acumen.
• Recruit, develop and retain a high-performing SE team, with clear career paths and performance management.
• Own technical qualification within the sales process, including the Decision Criteria and Technical Champion elements of MEDDPICC.
• Ensure every proposed solution is deliverable within current capability or committed roadmap, with no unapproved commitments to features, capacity, timelines or service levels.
• Lead solution design and technical review for strategic opportunities, and chair the technical gate in the deal approval process.

Customer loyalty and value realisation (TAM)

• Lead the TAM function as the trusted technical adviser to contracted customers from onboarding to renewal.
• Optimise customer deployments for performance, efficiency and stability.
• Act as the escalation point for complex technical issues, coordinating Delivery, Support and Engineering to resolution.

Product, architecture and engineering alignment

• Work with the Heads of Product, Architecture, Delivery and Product Engineering so offerings are robust, supportable and aligned to customer and industry demand.
• Run a structured voice-of-customer loop, feeding win/loss insights, feature gaps and competitive intelligence into roadmap prioritisation.

Sales collateral and market messaging

• Partner with Product Marketing to define and maintain technical collateral: solution briefs, architecture guides, battlecards, case studies and technical FAQs.
• Ensure collateral is accurate, current and fit for purpose for Sales, Marketing and partner channels.

Commercial and contractual alignment

• Work with Legal to ensure product and technical service definitions are precisely reflected in contracting vehicles, including MSAs, service orders, service descriptions and SLA schedules.
• Own the technical content of service descriptions, acceptance criteria, service levels and support scope.

Leadership and operations

• Set team objectives, capacity plans and budgets aligned to the revenue plan.
• Contribute to the GTM leadership team's planning, forecasting and operating rhythm.

What We're Looking For

• 12+ years in technical pre-sales, solution architecture or technical account management, including 5+ years leading SE and/or TAM teams.
• Deep knowledge of cloud and data centre infrastructure, ideally GPU-accelerated compute, high-performance networking, storage and Kubernetes or Slurm orchestration.
• Proven record of qualifying and closing complex enterprise infrastructure deals with multi-year contract values.
• Experience building SE capability at scale: frameworks, enablement programs, assets and performance management.
• Strong commercial literacy, including MSAs, service orders, SLAs, take-or-pay and committed-consumption structures.
• Track record of working with Product and Engineering to shape roadmap from field insight.
• Executive presence with the ability to engage CTOs, CIOs and heads of AI as a credible technical adviser.
• Tertiary qualification in engineering, computer science or a related discipline, or equivalent experience.
• Customer-obsessed: measures success by customer outcomes, not technical wins alone.
• Commercially disciplined: will walk away from or reshape a deal that cannot be delivered profitably and to standard.
• Builder and coach: raises the capability of the people around them and creates repeatable systems.
• Cross-functional operator: earns influence across Product, Engineering, Delivery and Legal without direct authority.
• Precise communicator: explains complex architecture clearly to executives, sellers and lawyers alike.
• High integrity: protects the company's reputation by never overcommitting on capability, capacity or compliance.

Nice to have:

• Experience at a hyperscaler, neocloud, HPC provider or AI infrastructure vendor.
• NVIDIA ecosystem experience, including DGX/HGX architectures and partner co-sell programs.
• Familiarity with AI/ML workload patterns: training, fine-tuning and inference at scale.
• Exposure to export control and data sovereignty requirements (DSGL, EAR) in technical scoping.
• Experience in the ANZ and APJ enterprise and public sector markets.
• Proficiency with HubSpot or a comparable CRM for pipeline and activity management.

Why Join Sharon AI?

You'll be joining a rapidly growing Australian technology business at an exciting stage of its journey, with the opportunity to work directly with the infrastructure and technology powering the next generation of AI.

• Hybrid working – flexibility between our office and working from home
• Birthday leave – take some extra time to celebrate your day
• Employee Assistance Program (EAP) – confidential support when you need it
• Exposure to AI and next-generation technology – work in one of the fastest-moving areas of technology
• Learning & development – we support your career growth with approved conferences, professional memberships & courses
• Novated leasing – a tax-effective way to finance and run your car
• Bounty referral program – generous rewards for successfully referring new talent to Sharon AI
• Employee of the month – recognition plus a $500 gift card
• Growing global business – be part of an Australian technology company with an expanding international footprint
• Make an impact – join at a stage where your work can have a visible influence on how we build and grow
• Collaborative culture – work alongside talented people across technical, commercial and corporate teams

Our Values

Integrity | Innovation | Collaboration | Wellbeing | Inclusion