Serve as Ornn's commercial lead for the compute marketplace: source and close supply (neoclouds, datacenters) and demand (AI startups/labs) partners, build a repeatable GTM playbook, run outbound prospecting and commercial conversations, onboard partners, and relay market intelligence to product and finance teams. Represent Ornn at industry events.
About Ornn
About the Role
What You'll Do
What We're Looking For
Why This Role Matters
Compensation and Benefits
Equal Opportunity Statement
Ornn is building the financial infrastructure for AI compute. Our price indices are live on Bloomberg Terminal. We structure and trade compute hedging instruments. And we're now building a platform that brings exchange-grade mechanics like order management, matching, scheduling, and settlement to how compute capacity gets reserved and allocated. We're a lean team in New York, backed by leading venture and strategic investors.
This role will serve as Ornn's commercial face in the compute market, sourcing and closing relationships with neocloud operators, AI startups and labs, and financial players. The compute market moves fast, relationships are built on technical credibility, and the counterparties on both sides of the platform will prefer working with those who understand their stack and their economics. The role demands someone who can speak that language and earn trust quickly.
Day to day, the role splits between outbound prospecting, running commercial conversations, and feeding market signal back into the product. The ideal outcome is someone who is simultaneously sources and closes supply and demand partners while shaping how the platform works based on what the market actually needs. The position sits close to the founders, the product team, and the structured finance team, because every deal closed on the commercial side has downstream implications for how Ornn structures its credit products.
- Identify, qualify, and onboard supply partners, including large neoclouds like CoreWeave, Nebius, Crusoe, Lambda, and independent datacenter operators looking for better compute off-take and financial products.
- Source and onboard AI startups and labs who need compute access, working with them to understand their capacity requirements, contract preferences, and deployment timelines.
- Develop a repeatable GTM playbook, including target account lists, outreach sequences, qualification criteria, and objection handling tailored to each side of the marketplace.
- Feed market intelligence back to the product and engineering teams: what features matter to operators and what contract structures tenants expect.
- Represent Ornn at industry events, conferences, and in direct meetings with infrastructure operators and AI company leadership.
Requirements
- 2+ years in a GTM, business development, or sales role at a company selling to AI startups, or adjacent technical business.
- Demonstrated ability to source and close commercial relationships with technical buyers.
- An operator mentality and high agency.
- High emotional intelligence and strong interpersonal instincts.
- Willingness to travel for meetings, site visits, and industry events as needed.
Nice-to-Haves
- Direct GTM or commercial experience at a neocloud or GPU compute provider.
- Existing relationships with datacenter operators, neocloud leadership, or AI lab infrastructure and procurement teams.
- Familiarity with compute contract structures: reserved capacity, on-demand pricing, committed use agreements, and how these get negotiated.
- Experience building a GTM function from scratch at an early-stage company, including defining ICP, building outreach infrastructure, and iterating on messaging.
- Interest in financial infrastructure, commodity markets, or how compute is evolving into an asset class.
Ornn's platform business works if both sides of the marketplace are motivated. This role will bring the neoclouds and the tenants onto the platform, and every subsequent layer of Ornn's financial infrastructure builds on these relationship. In the near future, the supply and demand partnerships that are closed will define the composition of Ornn's first structured product.
Benefits include competitive salary, meaningful equity, health coverage, free meals, and additional benefits. This is an early role with significant strategic impact and equity upside.
Ornn is committed to building a diverse team. We evaluate candidates based on their ability to do the work, not on pedigree or background. We encourage applications from people of all backgrounds and experiences.
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