Head of Field Delivery & Strategic Expansion

Careers at Tetrate: Head of Field Delivery & Strategic Expansion

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Head of Field Delivery & Strategic Expansion

About Tetrate

Tetrate will become the standard for delivering AI at scale for enterprises. Engineers building AI agents expect their tools to be fast and dependable, but instead, they often get scattered API keys, no cost visibility, no policy enforcement, no fallback when a provider degrades, and a six-month infrastructure project between them and production. Nobody can meter, govern, or optimize what nobody can see, and as AI becomes the standard way business gets done, every enterprise ends up with a version of this problem.

Our answer is a global AI traffic orchestration layer, built on Envoy. The market knows it today in an early form as the AI gateway, but as agents multiply and begin calling models, tools, and each other, this layer is where cost, policy, identity, and reliability get decided for humans and agents on the same terms. Policy is set once and enforced wherever the workload has to sit-on-prem, in-region, or at the edge. This makes return on investment and data sovereignty stop competing with each other.

Envoy already carries traffic at this scale, meaning the data plane is proven before we ship it. With eight years of running tier 0 infrastructure for regulated industries, we arrive knowing what a security review, an audit, and a production incident actually demand. Enterprises get this as a product rather than a transformation program, and publicly, we frame it as transforming application and agentic networking for the multi-cloud era.

Role summary

Tetrate is becoming the standard for delivering AI at scale for enterprises: Tetrate Agent Router, built on Envoy, is the orchestration layer that lets enterprises meter, govern, and optimize how AI is consumed. This role converts that trust into realized value and expansion revenue across our largest accounts and owns the final outcome when it does or doesn't happen. You are fundamentally a commercial closer who runs delivery, not a delivery leader who watches sales: you carry the expansion target for our top Fortune 500 financial services accounts, and you build the field organization that produces it. We are not a title-focused culture; this role is defined by what it owns: the expansion number, the delivery outcomes behind it, and the team that delivers both with real skin in the game: meaningful equity and compensation tied directly to the revenue you close.

Responsibilities

• Own expansion revenue to signature - lead complex commercial negotiations, navigate Fortune 500 procurement and legal, and drive upsell and cross-sell motions through to final signature, hands-on
• Build and scale the field delivery organization - hire and manage senior TAMs; establish the playbooks, deployment methodologies, and KPIs that make enterprise delivery repeatable, with the rigor of a named problem, a method, and a measure
• Convert technical success into signed expansion - partner with TAMs to spot expansion signals and translate them into quantified business cases for CFOs and economic buyers, including AI cost governance and chargeback
• Executive sponsorship - serve as standing commercial and technical sponsor for top-tier accounts, engaging CISOs, CTOs, and CFOs to align our roadmap with their infrastructure, AI consumption, and compliance mandates
• Voice of the customer - carry field reality into Product, Engineering, and Sales, practicing dissent-then-commit and radical candor: owe the reasoning before it ships, then execute the decision as your own

Required qualifications

• 18+ years across technical sales leadership, field operations, or solutions architecture, including managing highly experienced customer-facing technical ICs - and the temperament to stay hands-on; seniority here means more touch on the work, not less
• A verifiable closer's record - carried a quota, led commercial negotiations, and closed complex expansion deals in existing enterprise accounts; this is a first-order requirement
• Regulated-industry depth - expanding accounts in Fortune 500 banking or similarly regulated environments; you know what a security review, an audit, and procurement actually demand
• Domain authority - application networking, service mesh, security, or infrastructure platforms; working knowledge of the AI infrastructure stack (AI gateways, model routing, MCP/agent governance) is a strong plus

How we work

Tetrate is a caring meritocracy: standing comes from what you deliver, not tenure or title. We dissent before decisions and commit after them. We practice radical candor - care personally, challenge directly. Excellence means outcome and rigor: a shipped outcome with no reproducible path is luck; a careful process with nothing shipped is theater. And we earn it hands-on: standing comes from what you build yourself, not from what you assign. The more senior you are, the more this applies, because seniority is the easiest place to stop touching the work. We hire, coach, and promote against these values.

Why Tetrate

• Expertise: eight years running tier 0 production infrastructure for regulated industries
• Foundation: our data plane is Envoy - the standard already carrying the world's AI traffic. When the largest AI companies on earth ship their inference through it, the debate about what the data plane should be is over. We are not just built on it; we are the top maintainers and co-created Envoy AI Gateway, so we help write the standard everyone else builds on.
• Product: set policy once in one place, then run gateways wherever the workload has to sit - on-prem, in-region, or at the edge - so ROI and data sovereignty stop being a tradeoff.

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