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GTM Strategy & Operations, Tinker

San Francisco, California

Thinking Machines Lab's mission is to empower humanity through advancing collaborative general intelligence. We're building a future where everyone has access to the knowledge and tools to make AI work for their unique needs and goals. 

We are scientists, engineers, and builders who’ve created some of the most widely used AI products, including ChatGPT and Character.ai, open-weights models like Mistral, as well as popular open source projects like PyTorch, OpenAI Gym, Fairseq, and Segment Anything.

About Tinker

Tinker is our fine-tuning API that empowers researchers and developers to customize frontier AI to their needs — opening access to capabilities that have previously been concentrated in a handful of labs. We manage the infrastructure while allowing Tinkerers full flexibility in training open weights models with their own data, algorithms, and for their own needs. Tinker is rapidly adding new customers, features, and novel use-cases. We’re hiring to grow the platform alongside the Tinker community.

About the Role

We're hiring a GTM Strategy & Operations lead to build the commercial engine for Tinker. You will craft the strategies, processes, and playbooks that turn organic adoption into a scalable, repeatable revenue engine. You'll drive how we package, price, launch, and sell fine-tuning capabilities across segments, working in close partnership with product, engineering, and research. 

Tinker is a technical product sold to sophisticated buyers. The GTM lead needs to be credible in conversations about training infrastructure and fluent in how developers evaluate and adopt tools.

What You’ll Do

  • Design and execute commercialization strategies — pricing, packaging, launch sequencing — based on market and competitive research.
  • Develop Tinker's go-to-market motions across customer profiles.
  • Manage partnerships to expand Tinker's distribution and unlock new demand channels.
  • Design customer pilots, onboarding flows, and expansion playbooks that move accounts from experimentation to production spend.
  • Build commercial playbooks that enable Tinker's customer-facing engineers and FDEs to position and sell the platform effectively.
  • Define and track success metrics for launches and GTM initiatives, running experiments to validate pricing and packaging hypotheses.

Skills and Qualifications

Minimum qualifications:

  • Track record of executing GTM strategy, product commercialization, or business operations at a technology company.
  • Experience selling a highly technical product to technical buyers while building trust and credibility.
  • Proven ability to take strong product-market fit and build the commercial scaffolding around it — segmentation, pricing, packaging, expansion motions.
  • Proficiency with analytics: financial models, metrics frameworks, and using data to drive commercialization decisions.

Preferred qualifications — we encourage you to apply if you meet some but not all of these:

  • Experience at a developer infrastructure, API, or ML platform company.
  • Experience with ecosystem partnerships.
  • Technical fluency sufficient to engage credibly with ML engineers and researchers on fine-tuning workflows, model customization, and training infrastructure tradeoffs.
  • Direct experience with new product introductions or other 0-to-1 commercial programs.
  • Familiarity with the AI ecosystem — who's building what, where adoption energy is moving, and how the competitive landscape for fine-tuning is evolving.
  • Experience building GTM processes and playbooks that scaled beyond yourself into a team.

Logistics

  • Location: This role is based in San Francisco, California. 
  • Compensation: Depending on background, skills and experience, the expected annual salary range for this position is $175,000 - $300,000 USD.
  • Visa sponsorship: We sponsor visas. While we can't guarantee success for every candidate or role, if you're the right fit, we're committed to working through the visa process together.
  • Benefits: Thinking Machines offers generous health, dental, and vision benefits, unlimited PTO, paid parental leave, and relocation support as needed.

 

As set forth in Thinking Machines' Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

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