Founding Head of GTM

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

📋 Description

• Take ownership of ICP discovery, exclusion criteria, buyer/champion mapping, problem validation, positioning, initial wedge, and design-partner recruitment.

• Spearhead early customer discovery, technical and commercial discussions, executive outreach, design-partner conversion, and initial deal closures.

• Create an evidence-driven go-to-market (GTM) system that incorporates supporting and opposing evidence along with falsification tests.

• Leverage AI agents for research, account intelligence, personalization, competitive monitoring, meeting preparation, call synthesis, content creation, and experiment analysis.

• Collaborate directly with the CEO on category creation and manage major strategic accounts.

• Partner with Product and Engineering teams to transform recurring customer insights into structured product inputs.

• Establish the initial repeatable processes for acquisition, deployment, conversion, and expansion before scaling the team.

• Generate qualified ICP conversations and design-partner prospects within the first 30 days.

• Transition partners into deployments, assess time-to-value, identify blockers, address security objections, and evaluate willingness to pay during days 31-60.

• Focus on production or production-intent deployments, secure first paying customers, and document the acquisition/onboarding process during days 61-90.

• Manage customer and prospect data, AI agents, email/CRM systems, call transcripts, and potentially technical environments while adhering to strict security protocols.

⛳️ Requirements

• Demonstrated experience in helping a deeply technical B2B security, infrastructure, identity, developer, cloud, or AI product achieve initial revenue from a near-zero base.

• Ability to engage with CISOs, CTOs, security architects, platform engineers, and AI-platform leaders to gain credibility.

• Strong understanding of security architecture, including identity, delegated authority, credentials, policy, enforcement, trust boundaries, auditability, and blast radius.

• Comfortable selling in the absence of a polished playbook and learning directly from rejection.

• Views AI as operational leverage and develops agentic workflows prior to requesting team expansion.

• Possesses analytical skills to differentiate between activity, evidence, and causality.

• Willing to challenge the CEO and product assumptions when customer evidence contradicts them.

• Background experience in Zero Trust, identity, cloud security, developer security, infrastructure security, AI security, developer infrastructure, or related enterprise-security domains.

• Experience as a founder, first-GTM, product-led commercial operator, technical seller, or hands-on GTM executive.

• Capable of personally conducting technical discovery and executive selling.

• Proficient in utilizing AI agents for GTM operations beyond just copywriting.

• Able to differentiate between probabilistic AI recommendations and authorization or security enforcement.

🏝️ Benefits

• Highly competitive salary + bonus.

• Fully remote work environments.

• Self-managed time off.

• Long-term B2B contract.

• Permanent employment opportunity for candidates located in Spain, Poland, and Germany.