GTM Lead, Vision (Document Intelligence)

About Sarvam

Sarvam is building the bedrock of Sovereign AI for India. The company is developing India’s full-stack sovereign AI platform, building across research, models, infrastructure and applications with a singular focus on making AI genuinely work for India. Sarvam works with leading enterprises and public institutions and is backed by Lightspeed, Peak XV, and Khosla Ventures. Sarvam partners with India’s leading brands, including Tata Capital, SBI Life, CRED, IDFC, and LIC.

About the Role

We're looking for a senior GTM owner to lead go-to-market for the Vision team's products — the Akshar Platform, Document Intelligence APIs, and Vision APIs — with a primary focus on our enterprise business.

We have strong, steady inbound interest — but that's only half the market. The challenge isn't just getting in the room when someone comes to us; it's being in that room every single day, running credible demos, and going out to find the buyers who don't yet know these products exist for them, or don't yet know Sarvam. So this role has two halves that have to live in the same person.

One is the operator who is in the market daily: demoing the product and showing what our models can actually do, working inbound leads and RFPs, staying close to enterprise customers through long sales cycles, and building the outbound channels to reach customers who aren't already looking for us.

The other is the thinker who owns the harder questions — what should we package and how, who exactly is the buyer and why, what the messaging and positioning should be, what the pricing should be, which channels are worth building, and where the product should go next. We are not looking for someone who runs surface-level experiments and reports which channel worked; we want someone who understands why a channel worked when another didn't, and can bring that judgment back into product and pricing decisions.

You'll work closely with the API GTM team, Sales, and Product.

What You’ll Do

Own enterprise GTM

• Run demos and technical discovery for the Akshar Platform, Vision APIs, and Document Intelligence APIs — credibly, with both technical and business buyers, daily.

• Manage a high volume of inbound enterprise interest end to end: qualify, demo, follow up, track RFPs, and drive deals through long cycles.

• Be deeply involved in the first months of each enterprise engagement, staying hands-on until the customer is live and successful.

Own packaging, positioning, and pricing

• Define who each product is for — the specific personas and use cases worth pursuing, and the ones that aren't — and defend those choices with reasoning, not just experiment results.

• Own messaging and positioning across the Vision product line, and evolve it as the product and market change.

• Develop and iterate on pricing and packaging for enterprise and API offerings.

• Understand why channels, segments, and motions work or don't, and use that to sharpen the GTM strategy over time.

Shape where the product goes

• Synthesise market and customer signal into a clear point of view on product direction — what these products should become, and where they should be packaged differently.

• Bring that back to the Vision engineering and product teams as concrete, prioritised input, through both formal briefs and informal relay.

• Act as the connective tissue between enterprise customers and the people building the product.

What We're Looking For

• 5–7+ years in GTM at zero-to-one companies — you've built motions, not just run plays handed to you.

• Demonstrated ownership of packaging, positioning, messaging, and pricing for technical products, ideally B2B SaaS or AI/ML.

• Real depth: you can explain the causal why behind what worked and what didn't, and hold your own in a strategy conversation about product direction.

• Comfortable demoing technical products daily and going deep on capabilities — no coding required, but genuine fluency with APIs, dashboards, and developer-facing tooling is essential.

• Experience carrying enterprise deals through long, complex cycles, including RFPs and multi-stakeholder buying.

• Strong written and verbal communication, and the organisational discipline to run many enterprise threads at once.

Bonus Points

• Experience with document intelligence, vision, or OCR/VLM products.

• Background selling into Indian BFSI, fintech, or the public sector.

• Track record turning customer feedback into product and pricing decisions that shipped.

• Experience working shoulder-to-shoulder with engineering and product teams on strategy.

Why Sarvam?

Sarvam is a fast-moving, high talent-density team building full-stack AI for India, working on problems at the frontier of AI with population-scale impact. You'll work alongside researchers, engineers, builders, and business leaders who move fast and hold each other to a very high bar. High ownership and high impact from day one, AI-first in everything we do, on problems that could change how an entire country works and communicates.