Founding GTM Leader

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop pipeline, perform customer discovery, create commercial proposals, negotiate, and secure revenue.

• Identify high-value customer segments, workloads, use cases, and establish repeatable product-market fit.

• Define Ideal Customer Profile (ICP), segmentation, positioning, pricing strategies, and sales playbooks.

• Establish qualification criteria, deal stages, CRM discipline, pipeline management, forecasting, and operational metrics.

• Acquire lighthouse customers and build credibility through association with their brands and success stories.

• Recruit initial go-to-market hires and set standards for talent, cadence, incentives, and culture.

• Generate demand through outbound initiatives, content creation, partnerships, events, and effective channels.

• Transform customer conversations, competitive intelligence, and pipeline data into insights for product roadmap, pricing, capacity planning, and investment decisions.

• Create a distinct AI infrastructure positioning and a cohesive brand narrative.

• Establish a repeatable commercial engine within the first 8 to 12 months.

⛳️ Requirements

• Proven track record in personally selling complex, technical products with demonstrable revenue impact.

• Experience in building or significantly enhancing a go-to-market strategy at a high-growth technology firm.

• Ability to seamlessly transition between customer interactions, pricing models, CRM pipeline evaluations, and product discussions.

• Strong analytical skills concerning segmentation, pricing, funnel economics, and resource allocation.

• Comprehension of selling products where technical requirements, infrastructure availability, economics, and customer timelines converge.

• Strong product instincts with the capability to translate customer needs into actionable insights.

• Proficient in leveraging AI in personal work and an eagerness to develop an AI-native go-to-market organization.

• Sound judgment and comfort operating with minimal structure while creating a structured environment.

• Robust commercial mindset and financial fluency in contracts, pricing, unit economics, and trade-offs.

• Typically requires over 10 years of professional experience, including substantial exposure to go-to-market strategies, sales, revenue operations, marketing, or customer success in a high-growth technology context.

• Experience within a high-growth technology company, rapidly scaling startup, or similarly challenging setting.

• Familiarity with highly technical products, preferably cloud infrastructure, developer tools, AI, or related markets.

• Bachelor's degree or a relevant combination of education, training, and experience.

• Awareness of the computing landscape and the broader development of AI infrastructure.

• Experience selling cloud infrastructure, compute, developer infrastructure, or other technical products to sophisticated clientele.

• Proficiency with AI tools such as Claude Cowork, Claude Code, and Codex.

• Background in developing AI-enabled go-to-market workflows or automating aspects of the commercial stack.

• Experience in consulting, venture capital, or private equity, along with evidence of operational expertise.

🏝️ Benefits

• Competitive compensation aligned with market standards.

• Remote-first work environment.

• Stipend available for home office setup.

• Additional opportunities for peer connection during periodic in-person team gatherings.

• Flexible Paid Time Off (PTO) policy.

• Full coverage of medical, dental, and vision insurance for employees.

• 30% premium coverage for dependents.

• Tax-advantaged Flexible Spending Account.

• Company-sponsored 401(k) retirement plan.

• Parental leave benefits for all new parents.