Enterprise GTM Senior Associate

Trail; Bengaluru; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Trail is building the context layer for AI agents to act with governance and judgment. You will shape market understanding, equip AEs with sharp, vertical-specific collateral, and drive content that turns early interest into six- and seven- figure enterprise contracts.

You will own GTM enablement, market research, and competitive positioning, enabling discovery calls to convert faster and informing pricing with data-driven insights.

Qualifications

• 3 to 4 years of experience, ideally in management consulting or venture capital.
• Undergraduate degree from a Tier 1 institution (IIT, BITS or equivalent). Pre-MBA
• Strong structured thinking and crisp written communication.
• Ability to articulate business value and ROI. CFO sign-off.
• Comfortable with data. SQL is a strong plus; you should at minimum be fluent in spreadsheets.
• Curiosity about enterprise operations and how AI agents change them.
• Bias to shipping. Collateral that reaches a rep by Tuesday beats a perfect version next month.

Responsibilities

• GTM enablement: build content - decks, one-pagers, ROI docs and use case maps tailored per vertical (pharma, supply chain, manufacturing, financial services, healthcare).
• Support strategic decisions with data: segment prioritisation, pricing experiments, territory design.
• Turn customer wins into proof: case studies and reference stories showing enterprise AI works.
• Partner with Design on enterprise awareness assets.
• Discover and evaluate GTM tooling that helps the team convert faster.
• Market and competitor research: track competitors, incumbents and adjacent categories; turn research into positioning for AEs.

Skills

Experience in management consulting or

Structured thinking

Written communication

Articulate business value/ROI

Data fluency (spreadsheets)

SQL (plus)

Curiosity about enterprise operations

Bias to shipping

Education

Tier 1 undergrad degree (IIT/BITS)

Pre-MBA

Job description

About Us:

Trail is the context layer AI agents run on. We’re building the missing layer between your company’s rules, exceptions, and institutional knowledge and the agents trying to act on them. It’s a governed graph that lets any agent or platform, including Trail agents, make the right call on your most complex business processes. Agents today fail not because models are weak, but because they’re never given the judgment a business builds up over years. We’re fixing that.

Visit our Website and Youtube to learn more!

The role

Enterprise AI is being decided in the next few years, one conversation at a time. Every discovery call is a company deciding whether AI agents will run the processes at the core of its business, and whether Nanonets is the company they trust to do it.

You will be the strategic engine behind how we win those conversations. That means shaping how the market understands what we do, arming AEs with the sharpest thinking on each vertical, and building the collateral, researchand positioning that turns early interest into six and seven figure enterprise contracts

What you will do

GTM enablement

• Enable the discovery call to contracting stage of the funnel. Understand why calls convert or stall and fix what is in your control

• Build the content - decks, one-pagers, ROI docs and use case maps AEs use between discovery and SAL, tailored per vertical (pharma, supply chain, manufacturing, financial services, healthcare)

• Support strategic decisions with data: segment prioritisation, pricing experiments, territory design

• Turn customer wins into proof: case studies and reference stories that show what enterprise AI looks like when it works

• Partner with Design on enterprise awareness assets

• Discover and evaluate GTM tooling that helps the team convert faster

Market and competitor research (roughly 25%)

• Track competitors, incumbents and adjacent categories

• Turn research into positioning AEs can use on a call

Who we are looking for

• 3 to 4 years of experience, ideally in management consulting or venture capital

• Undergraduate degree from a Tier 1 institution (IIT, BITS or equivalent). Pre-MBA

• Strong structured thinking and crisp written communication. You can turn a messy call transcript into a one-page case study

• Ability to articulate business value and ROI. You can translate an operational problem into a financial case a CFO will sign off on

• Comfortable with data. SQL is a strong plus; you should at minimum be fluent in spreadsheets

• Curiosity about enterprise operations and how AI agents change them

• Bias to shipping. Collateral that reaches a rep by Tuesday beats a perfect version next month