AVA Enterprise Venture Lead

AVA Enterprise Venture Lead
About Viamo

Mobile technology is revolutionizing how organizations engage with the people they serve. More than 96% of the world’s population has access to a mobile phone, meaning it is now possible to reach nearly every person on the planet
. Yet billions of people living in emerging markets still lack access to relevant, timely and engaging information in their local languages, and their voices remain underheard.

Viamo believes that information is power. We connect individuals and organizations using digital technology to make better decisions.

Viamo is the leading digital platform connecting organizations with people who lack reliable access to the internet, and we are well on our way to reaching 100 million people annually.

Ask Viamo Anything (AVA) is Viamo’s AI-powered voice service, enabling people to ask questions and access useful information in their language using any mobile phone, without requiring a smartphone or internet connection.

We believe AVA can also create significant value for enterprises: helping them reach and understand underserved consumers, make trusted information and services available through AVA, and connect relevant users with products and services they need. However, the specific products, customers and business models still need to be validated.

You will own that challenge from product discovery through early revenue.

Your role is to identify the strongest AVA B2B opportunities, turn them into testable products and personally secure the early customers required to prove commercial demand. You will not inherit a defined product or established sales pipeline. You will work closely with users, prospective customers and Viamo’s Product and Technology teams to determine what to build, while leading the commercial process from initial outreach through paid agreement.

This is a product-first role with direct commercial accountability. You will be supported by Viamo’s enterprise and country sales teams, but you will own the development and early commercialization of the AVA B2B business.

Spend approximately 60% of your time on product discovery and commercialization to:

• Analyze AVA usage and conversations to identify valuable user needs and enterprise opportunities
• Conduct customer discovery with prospective buyers, users, Mobile Network Operators and service providers
• Prioritize the strongest customer segments, use cases and product hypotheses
• Work with Viamo’s Product and Technology teams to design and test lightweight prototypes and pilots
• Define product requirements, packaging, pricing and initial unit economics
• Distinguish repeatable product capabilities from customer-specific requests
• Convert successful pilots into standardized products that can scale across Viamo markets
• Recommend which opportunities Viamo should scale, adapt or stop pursuing

Spend approximately 40% of your time on customer acquisition and paid validation to:

• Build and manage the initial AVA B2B sales pipeline
• Personally conduct outreach, discovery and product demonstrations with prospective customers
• Develop commercial proposals and negotiate early agreements
• Secure paid design partners and convert successful pilots into recurring customers
• Work with country and enterprise sales colleagues to access relevant buyers and advance opportunities
• Capture customer and sales evidence systematically to inform product decisions
• Maintain an accurate pipeline and track commercial activity in Viamo’s CRM

• Paid validation:
  Number and value of paid design partnerships secured
• Repeatability:
  At least two customers purchasing substantially the same product
• Product validation:
  Clear evidence identifying which customer segments and propositions…