Role Overview

General Managers at Tribe AI own the full commercial and strategic lifecycle of our most complex enterprise relationships. This role carries end-to-end accountability—from originating and shaping new business through multi-year delivery oversight and account expansion.

The scope of the role is intentionally broad. Each GM’s portfolio operates as its own business within Tribe. The GM owns the client relationships, the commercial outcomes, the team composition, and the delivery quality. They are accountable for revenue, margin, risk, and growth across their accounts. The engagements are theirs to build, their teams are theirs to orchestrate, and the results—positive or negative—are theirs to own.

This requires credibility with C-suite executives, comfort operating in ambiguity, and the judgment to balance commercial growth with delivery excellence. The GM is fundamentally a consultative role—a strategic thought partner to clients, not a transactional seller. The most important thing a GM does is understand a client’s business deeply enough to connect that understanding to real value creation. Unlike a traditional account executive role, the GM does not hand off after contract signature. GMs maintain ongoing accountability across their accounts—partnering with delivery managers, product leads, and technology leads to ensure execution quality, surface risks early, and continuously identify expansion opportunities. Whether deepening a multi-year program within one of Tribe’s largest accounts or converting a new enterprise relationship into a scaled engagement, the GM is an owner in every dimension.

Core Responsibilities

New Business Development & Deal Shaping

Enterprise opportunities at Tribe are primarily generated through strategic partnerships (OpenAI, Anthropic), executive referrals, and existing client expansion—not cold outbound. GMs engage these opportunities at varying levels of maturity, leading initial discovery and qualification, translating ambiguous client interest into structured engagements with defined milestones, success metrics, and commercial terms.

Commercial Ownership

Own the commercial health of your client portfolio. Take direct accountability for contracts, pricing, margin, and scope management. Lead renewal and expansion conversations. Forecast with precision, surface risks early, and push back when necessary to protect account health and Tribe’s delivery capacity.

Delivery Oversight & Client Strategy

Maintain ongoing strategic accountability across active engagements. Partner with delivery managers, product managers, and technology leads to keep client expectations and execution tightly aligned. Ensure the right team composition, escalate and resolve blockers with appropriate client stakeholders, and continuously evolve the engagement as client needs change.

Account Expansion & Relationship Management

Deepen relationships across client organizations—navigating complex, multi-stakeholder environments to identify new use cases, business units, and workstreams. Transition engagements from single-workstream projects to multi-year, program-level partnerships. Conduct business reviews and proactively surface opportunities that drive long-term account growth.

Executive Engagement

Serve as a trusted strategic thought partner to senior client stakeholders. Engage directly with CIOs, CTOs, Chief Innovation Officers, and business unit presidents—not to sell, but to understand their priorities deeply enough to connect Tribe’s capabilities to the outcomes that matter most. Bring informed points of view on AI strategy, challenge constructively, and build trust through substance and consistent follow-through.

Candidate Profile

The ideal candidate has personally owned complex enterprise client relationships and driven commercial outcomes in a services, consulting, product, or solutions-oriented environment.

The defining challenge of this role is not deal execution—it is engagement shaping. Enterprise clients rarely arrive with a well-scoped problem. The GM’s job is to understand their business deeply enough to structure an engagement that delivers real value: the right scope, the right team, the right commercial terms, and the right success criteria. That demands product judgment, strategic rigor, and a precise understanding of how executives evaluate and make decisions. Backgrounds in consulting, product management, and enterprise advisory develop these capabilities directly, though strong candidates can come from a range of paths.

Required Experience

• 5–10+ years of progressive experience in enterprise consulting, product management, services, account management, or complex solution sales—with direct accountability for client relationships and commercial outcomes
• Demonstrated ability to originate and shape deals from ambiguity: translating vague client interest into structured engagements with clear scope, pricing, milestones, and success criteria
• Track record of C-suite engagement—credibility with CIOs, CTOs, and business unit executives, with the ability to challenge constructively and influence without authority
• Experience maintaining involvement through delivery—staying connected to account health, team performance, and client satisfaction beyond contract signature
• Comfort operating in fast-moving, under-resourced environments where independent judgment is required and playbooks are still being written
• Familiarity with the AI landscape and a demonstrated interest in how AI is being applied in enterprise settings. Deep technical expertise is not required, but GMs must be credible when engaging senior executives on AI strategy and must bring genuine curiosity about the technology and its implications

What We Look For Beyond the Resume

Experience and credentials establish a baseline, but the qualities that distinguish our strongest GMs are often less visible on paper. We evaluate candidates against the following attributes with equal or greater weight than professional background:

• Intellectual depth and curiosity.  The ability to go layers deep. We value intellectual depth and rigorous thinking—candidates who can move beyond jargon and frameworks to engage substantively with complex business problems, AI strategy, and client dynamics. The best GMs can hold their own in a room with a CIO and earn the respect of a technical delivery team in the same week.
• Intentionality and agency.  We want people who are sprinting toward Tribe and toward the AI space with genuine conviction—not people stepping away from something comfortable. The best GMs are not just reading about AI; they are actively building with it, experimenting in their own work, and forming points of view about how it reshapes industries. Keeping up with headlines is not sufficient. We look for people who are trying to build things, not just consume information about them.
• Builder’s mentality.  Evidence that you have built something meaningful within or outside a larger organization—a team, a practice, a client portfolio, a process that didn’t exist before you arrived. We value people who have run things, not just contributed to them, and who take ownership of outcomes without waiting for someone else to set the direction.
• Results over activity.  A clear orientation toward outcomes—not activity, not effort, not frameworks. You can articulate what you drove, what you learned when it didn’t work, and what you changed as a result. You take responsibility for the result, not just the input.
• Preparation and professionalism.  You show up prepared, you follow through, and you treat every interaction—with a client, a colleague, or a candidate—with the same level of care and attention. Small things matter.

About Tribe AI

Tribe AI is an AI-native services company on a mission to help enterprises realize the value of AI for their business. Today, every large enterprise wants to use AI to transform how it operates, but many lack the capabilities to do so. Tribe exists to close that gap—partnering with organizations to build best-in-class AI products by deploying the best talent in the business.

Team & Reporting Structure

Reports to Brandon Bright, Head of Go-to-Market. Works in close partnership with:

• Founders:  Jaclyn Rice Nelson (CEO) and Noah Gale (CTO)
• Principals:  Hadley Riegel and Tom Lee, who combine hands-on enterprise account ownership with GM coaching, hiring, and development
• Delivery & Product:  Solutions Architects, Delivery Managers, Product Managers, and Tribe’s network of world-class AI practitioners
• Partnerships:  Driving Tribe’s relationships with OpenAI, Anthropic, and AWS

Compensation & Benefits

• Competitive OTE ($250K–$350K+) with performance-based upside tied to portfolio growth
• Equity participation in one of the fastest-growing AI services companies in the market
• Clear career progression: GM → Principal is a proven trajectory, with promotion driven by account outcomes and leadership contribution
• Health insurance, 401(k), unlimited PTO
• Travel to client sites and partner offices approximately twice per month