VP of Marketing & GTM Strategy

About Shelf:

We're building AI that is changing the world. The workforce of the future is going to be multi-dimensional, multi-faceted, conductors of both people and artificial intelligence. We're looking for someone who can do that.

Shelf is the OS for agentic AI: a platform that models your policies, workflows, and operational logic into an AI Data Model so that AI agents don’t just respond, they reason. The result? AI that understands how your business actually runs and delivers precise, compliant, auditable outcomes at scale.

Brands like Amazon, Nespresso, HelloFresh, and KeyBank use Shelf to power their AI agents that automate workflows, improve efficiency, and turn long processes into automated work. We're partnered with Microsoft, Salesforce, OpenAI, Snowflake, and Databricks — and recognized by Gartner (Cool Vendor) and IDC (Innovator) for our approach.

About the Role:

Shelf is seeking a visionary and results-oriented Vice President of Marketing & GTM Strategy to lead and scale our global marketing organization and GTM efforts. Reporting directly to the CEO, the VP of Marketing & GTM Strategy will be responsible for defining and executing a world-class GTM strategy that drives brand awareness, demand generation, pipeline growth, customer engagement, and market leadership.

This executive will bring 12+ years of progressive B2B SaaS marketing & GTM experience, including leadership roles within high-growth enterprise software or AI-driven technology companies. The ideal candidate combines strategic thinking with operational excellence, possesses deep expertise across the modern marketing funnel, and has a proven track record of building high-performing teams that accelerate revenue growth.

As Shelf continues to define the future of agentic AI, the VP of Marketing & GTM Strategy will play a critical role in shaping our market position, strengthening our category leadership, and driving measurable business outcomes.

 

Key Responsibilities:

Strategic Leadership

• Develop and execute a comprehensive marketing strategy aligned with company growth objectives and revenue targets.
• Establish Shelf's positioning as the leading platform for agentic AI and enterprise AI operations.
• Partner closely with the CEO, CRO, Product, and Customer Success leaders to align go-to-market strategies.
• Build and manage annual marketing plans, budgets, forecasts, and performance metrics.

Demand Generation & Revenue Growth:

• Own pipeline generation and marketing-sourced revenue targets.
• Scale integrated demand generation programs across digital, content, ABM, events, partner marketing, and lifecycle marketing channels.
• Optimize marketing funnel performance, conversion rates, and customer acquisition costs.
• Drive measurable contribution to bookings, ARR growth, and customer expansion.

Brand & Category Leadership:

• Elevate Shelf's market presence through compelling messaging, thought leadership, analyst relations, public relations, and executive visibility.
• Define and evolve the company's brand strategy to support growth and market differentiation.
• Lead category creation initiatives that position Shelf as the standard for agentic AI operating systems.
• Build relationships with industry analysts, media outlets, influencers, and strategic partners.

Product Marketing & Go-to-Market Excellence:

• Oversee product marketing strategy, including positioning, messaging, launches, competitive intelligence, and sales enablement.
• Translate complex AI and enterprise technology capabilities into compelling customer value propositions.
• Support new product launches and expansion into new markets and customer segments.
• Ensure consistency of messaging across all customer touchpoints.

Team Leadership & Organizational Development:

• Build, mentor, and scale a high-performing marketing organization across demand generation, product marketing, communications, content, and operations.
• Foster a culture of accountability, creativity, collaboration, and continuous improvement.
• Develop leadership capabilities across the marketing team and establish clear performance expectations.
• Partner cross-functionally to create alignment and operational excellence throughout the organization.

Marketing Operations & Analytics:

• Establish data-driven marketing processes, reporting frameworks, and performance dashboards.
• Leverage marketing technology and AI tools to improve efficiency, personalization, and campaign effectiveness.
• Analyze market trends, customer insights, and competitive dynamics to inform strategy.
• Continuously optimize programs based on performance data and business outcomes.

Qualifications:

• Bachelor's degree in Marketing, Business, Communications, or a related field; MBA preferred.
• Experience at a Tier-1 startup backed by Tier-1 VCs, helping take organizations from $100M to $200M+ and beyond. 
• 12+ years of progressive marketing & GTM leadership experience in B2B SaaS, enterprise software, AI, cloud, or technology companies.
• Proven experience leading marketing organizations in high-growth environments.
• Demonstrated success driving demand generation, pipeline growth, and revenue impact.
• Strong expertise in enterprise go-to-market strategy, product marketing, brand development, and digital marketing.
• Experience partnering closely with Sales leadership to achieve revenue goals.
• Track record of building and managing high-performing marketing teams.
• Strong analytical mindset with expertise in marketing metrics, attribution, and performance measurement.
• Exceptional communication, presentation, and executive stakeholder management skills.
• Experience working with enterprise customers and complex sales cycles.
• Ability to thrive in a fast-paced, rapidly evolving environment.

Preferred Attributes:

• Deep understanding of AI, agentic AI, enterprise automation, or emerging technology markets.
• Strategic thinker with a strong bias toward execution and measurable outcomes.
• Entrepreneurial mindset with the ability to scale processes and teams.
• Customer-centric leader who balances innovation with business impact.
• Strong storytelling and category-creation capabilities.
• Collaborative leader who builds trust and alignment across functions.
• Passion for leveraging AI to transform how organizations operate.

Success Measures:

In this role, success will be measured by:

• Achievement of pipeline generation and marketing-sourced revenue targets.
• Growth in brand awareness, share of voice, and category leadership.
• Increased website traffic, conversion rates, and qualified lead volume.
• Successful execution of product launches and go-to-market initiatives.
• Improved marketing ROI, funnel efficiency, and customer acquisition metrics.
• Strong alignment with Sales and measurable contribution to company growth.
• Development and retention of a high-performing marketing team.

This position offers a unique opportunity to shape the future of enterprise AI, build a category-defining brand, and drive meaningful growth at one of the most innovative companies in the industry.

Our Values:

Quality:

• We hold an uncompromising standard for craftsmanship. Everything you produce should be exceptional and thoughtfully executed.

Momentum:

• Progress matters. We expect continuous forward movement and proactive ownership of outcomes.

Accountability:

• Everyone takes responsibility beyond their job description. Clear expectations and candid feedback are core to how we operate.

Hard Work:

• We are building something difficult and meaningful. That requires sustained effort, commitment, and mutual support.

Learning Agility:

• Curiosity, humility, and continuous learning are essential in a rapidly evolving space.

Adapt and Thrive:

• Discomfort is part of growth. We embrace change and see challenges as opportunities.

Win Together:

• We succeed as a team. Candor, trust, and collective ownership define how we work.