About Shelf:
There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.
We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI.
Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers.
Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI, and other big tech players who are bringing GenAI to the enterprise.
Our mission is to empower humanity with better answers everywhere.
Job Description:
The Field CTO will serve as Shelf's primary technical authority in customer-facing engagements, combining deep technical expertise with strategic sales leadership. You'll take ownership of the critical technical sales function currently handled by our CTO, partnering with Account Executives to close deals across the entire pipeline while building and leading a team of Sales Engineers.
This role offers immediate impact and long-term growth potential. You'll engage with Enterprise Architects, CTOs, VPs of Engineering, and AI Leaders to demonstrate how Shelf solves data quality challenges preventing GenAI initiatives from reaching production. Your ability to rapidly solution during fast-paced 3-5 day pilots and translate complex technical concepts into business value will be crucial to driving revenue success.
Reporting to our CTO with a strong dotted line to our VP of Sales, you'll influence product direction while staying laser-focused on sales outcomes. The ideal candidate is a former CTO or VP of Engineering who has transitioned to customer-facing roles, with experience building technical teams in high-growth B2B SaaS environments. Founder or early employee experience is a significant plus.
What We're Looking For:
- Technical Executive Background - Former CTO, VP of Engineering, or senior technical leader who transitioned to customer-facing roles in B2B SaaS
- Enterprise Technical Authority - Deep expertise in enterprise architecture, AI/GenAI technologies, and modern data platforms with proven ability to engage C-level stakeholders
- Team Builder - Track record of building and scaling technical teams; ready to hire, mentor, and lead Sales Engineers
- Revenue-Oriented - Understanding of enterprise sales cycles with demonstrated ability to influence revenue through technical leadership
- Exceptional Communicator - Explains complex concepts to diverse audiences; comfortable presenting to technical and executive stakeholders
- Entrepreneurial Drive - Founder or early employee experience preferred; thinks like an owner and thrives in high-growth environments
- Hands-On & Strategic - Comfortable setting up demos and running pilots while maintaining strategic perspective
Key Responsibilities:
Technical Sales Leadership
- Serve as primary technical authority in strategic customer engagements across the sales pipeline
- Lead technical discovery, solution design, and presentations demonstrating Shelf's value
- Drive rapid 3-5 day pilots that prove measurable value and convert to closed deals
- Build and lead a Sales Engineering team, starting with approximately 4 team members
- Create scalable processes and best practices for technical sales excellence
Strategic Collaboration
- Collaborate with CTO and Product leadership to provide market insights and influence roadmap based on technical sales engagements
- Partner with Technical Partner Sales and other sales roles to drive technical wins across the ecosystem
- Contribute to thought leadership through select conferences, content creation, and sales enablement materials
- Maintain deep expertise in AI/GenAI trends, competitive landscape, and enterprise technology ecosystem
Qualifications:
- 10-15+ years combining technical leadership with customer-facing roles in enterprise B2B SaaS
- Former CTO, VP of Engineering, or senior technical executive with proven customer engagement experience
- Deep expertise in enterprise architecture, AI/ML technologies, cloud platforms (AWS, Azure, GCP), and data platforms
- Experience building and leading technical teams in high-growth environments
- Demonstrated ability to influence revenue through technical leadership
- Exceptional presentation and communication skills with technical and executive audiences
- Bachelor's degree in Computer Science, Engineering, or related field
- Founder or early employee experience strongly preferred
Success Metrics
To be successful in this role, you should aim to achieve the following within the first 18 months:
- Revenue Influence - Directly contribute to $25M+ in ARR through technical involvement across the sales pipeline
- Pilot Conversion Excellence - Achieve strong pilot-to-conversion rates on rapid proof-of-value engagements
- Team Building - Successfully hire, onboard, and lead a high-performing Sales Engineering team
- Technical Credibility - Establish Shelf as a trusted technical authority with key enterprise accounts and become the go-to resource for complex technical engagements
- Sales Enablement - Create reusable technical assets, demo environments, and solution templates that accelerate sales cycles
What We Offer:
- Competitive salary, equity, & benefits
- Realistic, clearly communicated expectations
- Team-wide aligned values and goals
- Comprehensive health and wellness packages
Location:
NYC or San Francisco with flexibility to travel for high-stakes customer meetings, industry events, and internal leadership meetings
Why Shelf:
- GenAI will be at least a $18 Trillion market by 2032 and Shelf is a core infrastructure that enables GenAI to be deployed at scale
- We are blazing the path for the future of Artificial Intelligence globally.
- Our Leadership Team has deep AI domain expertise and enterprise SaaS background to execute this plan
- We love our customers and our customers love us. Ask a Shelf customer why, and they’ll tell you it’s because of our innovative capabilities, rock-solid reliability, they truly enjoy working with our people, but most of all – it’s the improvements they see in their business KPIs.
- We have raised over $60 million in funding and our investors include; Insight Partners, Tiger Global, Base10, and others
- We have high velocity growth powered by the most innovative product in our category
- We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few quarters.
Our Values:
Quality - We’re united by our focus on world‑class Quality. Quality in all things – starting with everything that leaves your desk. Everything you touch – every email, report, campaign, and piece of code – should be outstanding. Your work product should blow people away. Having people look at what you’ve done and say, “Wow.” That’s the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanship—your ability to make things better.
Momentum - for us means that you should know that the things you’re responsible for are moving forward. When you look around and see something that’s stalled, get it moving again. We pride ourselves on “ball movement.” When your boss or team leaves you with something, they should return to see measurable progress. Small, continuous movement is our recipe for success. Constantly look for how to make the work around you move forward. We want you to initiate solutions, ideas, and progress. Don’t wait for it to come to you—reach out and create movement. All the time.
Accountability - We expect every team member to feel that they are accountable for more than anyone might normally expect. Each of us should feel real responsibility for things even at the edge of our control. We consistently share and align on expectations, give each other open and respectful feedback, and use those two drivers to ensure that every agreement we make with one another is clear and complete.
Hard Work - We’re here to do something difficult together. We care intensely about the mission and we expect that from our teammates. That care means that we work hard here. Hard work comes with long hours, extra effort…and real opportunity at Shelf. Your passion for creating and sustaining output is a part of our DNA. Support each other, cheer each other on, drive the mission forward. Great teams sustain intense effort together to win.
Learning Agility - We’re innovating in one of the fastest‑moving spaces in history at a time of accelerating global change. That’s incredibly exciting and requires each of us to commit fully to learning each and every day so that we can be the best at what we do. None of us know everything. All of us can learn anything. Staying open and constantly curious is a key success driver at Shelf. It also requires humility. We prize people who are consistently humble and open to making mistakes and growing from them. Recognize also that learning itself is a skill…we need you to be really good at it. Keep dialing in your own understanding about how you learn best and push yourself to keep growing.
Adapt and Thrive - Overcoming challenges lives deep in our DNA. We have a proud history of understanding and living the reality that obstacles are our opportunities…they’re the key to our success. Change is a constant in our business and fighting change is counterproductive. We need you to be good at being uncomfortable and understand that discomfort is the key to growth. Cultivate your own ability to adapt and know that struggling well is something you’ll share with every team you’re on at Shelf. Our company stories are about thriving through real difficulty…together.
Win Together - We win or lose as a team. Always. Everything you do here is connected to the rest of the organization. Part of our shared team environment demands full honesty…real candor and directness with one another. We expect you to constantly be thinking about how to support your teammates and the company, always acting in service to our shared mission and what’s best for the organization as a whole.