Enterprise GTM Senior Associate

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.

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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