About Shunya Labs
Shunya Labs is building the Voice AI Infrastructure Layer for Enterprises — powering speech intelligence, conversational agents, and domain-specific voice applications across industries. Born from deep work in mental-health AI and built for global enterprise scale, our stack combines state-of-the-art ASR/TTS models with an open-weights philosophy and CPU-first infrastructure, driving accuracy, privacy, and scalability.You will join at a pivotal moment — where GTM precision meets ecosystem expansion, defining how Voice AI enters the enterprise mainstream.Role Overview
As Director – Ecosystem & Growth (Voice AI), you will be the GTM engine of Shunya Labs — responsible for architecting, operationalizing, and scaling the company’s enterprise growth motion across verticals and geographies. You’ll own revenue strategy, pipeline velocity, GTM partnerships, and demand generation, while leveraging community and ecosystem programs as scalable acquisition channels.You’ll work shoulder-to-shoulder with the CBO to define where and how Shunya Labs grows, who we sell to, and what partnerships accelerate our expansion in the Voice AI infrastructure market.Key Responsibilities1.
GTM Strategy & Execution• Define and implement the end-to-end GTM strategy across target industries — Healthcare, Contact Centers, Media, BFSI, and Developer Platforms.• Develop segmented value propositions for each buyer persona (CXOs, IT Heads, Product Leaders, Developer teams).• Design and own the sales playbook — from outbound prospecting, inbound qualification, demos, and proof-of-concepts to contract closure and expansion.• Lead pipeline generation, deal acceleration, and forecast accuracy; collaborate with Marketing for demand-gen campaigns, case studies, and field events.• Partner with the CEO/CBO to establish pricing strategy, revenue model, and tiered customer monetization (usage-based, API, and enterprise subscription models).• Set up a scalable GTM rhythm — from CRM hygiene, sales ops, and dashboards to win/loss analysis.2. Ecosystem & Community Growth• Build and lead a Voice AI ecosystem of developers, integrators, and research collaborators on Discord, Hugging Face, and GitHub.• Design co-innovation programs, partner integrations, and hackathons to drive visibility and organic adoption.• Recruit and mentor community advocates and technical evangelists who represent Shunya Labs across developer and AI forums.• Translate community momentum into pipeline and brand equity, creating an always-on feedback loop between market, product, and GTM.3. Strategic Partnerships
• Identify and close strategic alliances with ISVs, System Integrators, and OEMs to drive enterprise distribution.• Build referral and reseller partnerships that scale reach and lower CAC.• Explore co-marketing and integration partnerships with major AI ecosystems (AWS, NVIDIA, OpenAI, Hugging Face).4. Revenue & Metrics
• Own ARR, MRR, CAC, LTV, and conversion metrics across direct and indirect channels.• Build a data-driven GTM engine — dashboards, reporting cadences, pipeline velocity analysis, and ROI attribution.• Create GTM OKRs that tie community health, pipeline growth, and revenue outcomes together.Required Experience & Skills
• 10–12 years in enterprise GTM / revenue leadership (SaaS, AI/ML, Infrastructure).• Demonstrated success in developing and executing multi-channel GTM strategies — outbound, inbound, partner, and community-led.• Strong experience in enterprise sales, with exposure to large-deal structuring, multi-stakeholder negotiation, and long-cycle B2B selling.• Prior experience building or leveraging developer or open-source communities for market expansion.• Analytical and operational fluency: forecasting, pricing models, funnel analytics, and GTM automation tools (HubSpot, Salesforce, etc.).• Excellent communication and storytelling; can inspire confidence across leadership and developer audiences alike.• Bonus: Prior work in Voice AI, ASR/TTS, conversational AI, or speech-tech ecosystems (Deepgram, Speechmatics, ElevenLabs, OpenAI, etc.).Success Metrics (First 12 Months)• Revenue and pipeline growth (direct + ecosystem channels).• CAC and LTV improvements through GTM efficiency.• Conversion rate from community and partnership-led channels.• Enterprise logo acquisition and expansion across verticals.• Partner integrations launched and co-selling motions activated.• Brand visibility and developer engagement on Hugging Face, Discord, GitHub.What You’ll Get
• End-to-end ownership of the Voice AI GTM engine — from strategy to execution.• A leadership role defining how enterprises adopt speech intelligence at scale.• Exposure to C-suite collaboration, investor conversations, and global partnerships.• Competitive compensation + variable linked to revenue and GTM KPIs.• Full-time, on-site role at Shunya Labs HQ, Gurgaon.
