Member of Business Staff

Trajectory; San Francisco (CA); On-site; USD 140,000 - 190,000; Full time

Job summary

Trajectory is hiring a Member of Business Staff to help build the business around our continual-learning platform. You will work directly with the founders across go-to-market, strategic partnerships, customer success, pricing, external communications, and business operations.

Our market, product, and commercial model are still being defined. You will translate complex customer needs into scalable processes, design pilots and pricing, and drive cycles from discovery to production with clarity

Qualifications

• Systems thinker who turns ambiguous goals into clear decisions, processes, and execution.
• Intellectually curious about technical products, model training, evaluations, agents, and infrastructure.
• Exceptional writer and editor who makes complex technical work precise and memorable.
• Clear communicator with technical founders, researchers, product leaders, and executives.
• Strong commercial judgment without sounding like a traditional salesperson.
• Highly proactive and low ego.
• Excellent at customer discovery and separating stated requests from underlying problems.
• Able to operate across strategy and details, from market definition to decks and contracts.

Responsibilities

• Own customer success and expansion with design partners.
• Manage timelines, onboarding, and cross-functional coordination.
• Track usage, identify blockers, and feed insights to product and research planning.
• Develop pricing and the business model, including pilots, contracts, credits, renewals, expansions.
• Create strategic partnerships with model providers, cloud vendors, data partners, and distribution channels.
• Position Trajectory through external communications, blogs, case studies, and launches.
• Build go-to-market motions including ICPs, outbound, and pipeline management.
• Lead discovery and pre-sales to translate capabilities into proposals and decision documents.

Job description

The Role

Trajectory is hiring a Member of Business Staff to help build the business around our continual-learning platform. You will work directly with the founders across go-to-market, strategic partnerships, customer success, pricing, external communications, and business operations.

Our market, product, and commercial model are still being defined. We need someone who can understand technical customers deeply, expand the space of possible opportunities, turn ambiguous problems into systems, communicate complex ideas with exceptional clarity, and personally execute the work required to move them forward.

What You’ll Do

Own customer success and expansion

• Make each design partner a priority through excellent preparation, communication, and follow-through.

• Run timelines, meeting cadences, materials, onboarding, and cross-functional coordination.

• Track customer usage and feedback, identify blockers, and bring actionable insights into product and research planning.

• Build lightweight support, renewal, reference, and expansion processes.

• Distinguish customer-specific requests from reusable capabilities that should become part of the product.

Develop pricing and the business model

• Run price discovery with customers and map how budgets and buying decisions work.

• Help design pricing and packaging across platform access, training and evaluation usage, inference, and delivered outcomes.

• Structure and negotiate pilots, contracts, credits, commitments, renewals, and expansions.

• Build models that connect customer value, compute costs, product usage, and long‑term economics.

Create strategic partnerships

• Develop partnerships with model providers, cloud and compute vendors, data partners, and distribution channels.

• Lead opportunities with organizations such as cloud providers, inference platforms, and ecosystem partners.

• Negotiate commercial terms, credits, capacity, co‑marketing, and customer‑referral structures.

• Protect Trajectory’s direct customer relationships, product position, and long‑term strategic leverage.

Positioning, writing, and external communications

• Sharpen how Trajectory explains its product, market, and differentiation.

• Help define the language for the continual‑learning category.

• Turn technical research, product progress, and customer outcomes into credible blog posts, case studies, launch announcements, website copy, and co‑marketing opportunities.

• Talk to researchers, customers, and partners; find the important story inside complex work; and carry it from rough notes to polished publication.

• Build and manage an editorial calendar in partnership with the founders, research, product, and design teams.

• Partner with the team on events, customer moments, technical storytelling, social content, and sales enablement.

• Develop thoughtful distribution strategies that reach technical buyers, partners, candidates, and industry voices—not broad marketing for its own sake.

Build the go‑to‑market motion

• Define (and refine) our ideal customer profiles.

• Build target‑account maps, identify internal champions, and create intentional outbound strategies.

• Own pipeline management, qualification, follow‑ups, and deal momentum.

• Develop the sales process from first conversation through technical evaluation, onboarding, and expansion.

• Create systems and metrics for understanding conversion, adoption, deployment depth, retention, and expansion.

Lead discovery and pre‑sales

• Develop a deep understanding of each customer's agent, data, evaluation process, technical constraints, and business goals.

• Diagnose where model or harness improvements create meaningful customer value.

• Translate technical capabilities and research results into clear proposals, decks, demos, one‑pagers, and decision documents.

• Define success criteria for pilots and ensure that each engagement has a credible path to production.

• Help customers make clear decisions rather than allowing promising conversations to drift.

Who You Are

• You are a systems thinker who turns ambiguous goals into clear decisions, processes, and execution.

• You are intellectually curious and can develop a real understanding of technical products, model training, evaluations, agents, and infrastructure.

• You are an exceptional writer and editor. You can make complex technical work precise, compelling, and memorable without flattening its substance.

• You communicate clearly in person, especially with technical founders, researchers, product leaders, and executives.

• You have strong commercial judgment without sounding or behaving like a conventional salesperson.

• You are highly proactive and low ego.

• You are excellent at customer discovery: you can separate stated requests from underlying problems and business value.

• You can operate across strategy and details; one hour defining a market and the next writing a deck or blog post, negotiating a contract, or fixing a broken process.

About Trajectory

Trajectory is a research and product lab creating the platform for continual learning.

AI is the most capable software ever built, and the least able to learn. Every valuable correction and edit that happens in a product evaporates at the next session. A few teams have closed this gap by hand‑coupling their models to their products: Composer, Claude Code, Windsurf SWE-1.

Trajectory is the first scalable approach for every company: our platform unlocks the signal already sitting in product use, so companies can continuously post‑train large‑scale agentic models that outperform the frontier. Working with leading AI companies, including Decagon, Clay, Harvey, Mercor, and Rogo.

Founded by researchers from Deepmind, OpenAI, Meta, Apple, Amazon, and Scale. Raised $60M from Sequoia, Conviction, along with Fei‑Fei Li, Jeff Dean, and founders of Notion, Braintrust, Modal, Hugging Face, Dropbox.