Founding GTM Lead (North America)
About the role
The Role
We're looking for a Founding GTM Lead to help build the commercial engine behind a new category of AI. This isn't a role for someone looking to inherit a territory or a quota. It's for someone who wants to help define how an AI company goes to market. Sales is only part of the job. You'll shape positioning, influence product, build relationships with technical buyers, and figure out what repeatable GTM actually looks like. You will report directly to the Founders and have a seat at the table for all major strategic decisions.
Why this role matters
True 0-to-1: You won't be following a playbook; you will be the architect of it.
Product Influence: You will be the "eyes and ears" in the market, directly influencing what our engineering team builds next.
High Leverage: You are the first boots on the ground in the world's most competitive market (North America).
Responsibilities
Architect the Playbook: Define our ICP (Ideal Customer Profile), design our outreach sequences, and build the initial sales assets (decks, demos, white papers).
Full-Cycle Ownership: From cold outbound and technical discovery to procurement and closing.
Build the Network: Show up where our buyers actually gather - the conferences, the dinners, the industry events. Our best customers won't come from sequences. They'll come from trust you've earned.
The Feedback Loop: Distill complex prospect objections into actionable product requirements. You are the bridge between "what the market wants" and "what we build."
Tech Stack Ownership: Stand up the GTM stack (CRM, data enrichment, sequencing tools) with an eye toward automation and clean data from Day 1.
Qualifications
The "Early Stage" Pedigree: 4-8 years of experience, ideally as a founding or "first 5" sales hire at a high-growth Series A/B startup. You've seen the transition from "founder-led selling" to "scaled GTM".
Founder DNA: Bonus points if you've founded something of your own. Even if you haven't, you've sold with no brand behind you - just conviction - and you know exactly what that takes.
The Relationship Builder: You play the long game. You'd rather earn genuine trust over months than blast volume, and your best deals come from people who believe in you.
AI/Technical Native: You don't need to be an engineer, but you should be able to have a real technical conversation. Our buyers are CTOs and AI leaders. If every call requires a sales engineer, this probably isn't the right role.
The "Builder" Mindset: You find manual tasks (like lead sourcing) annoying enough to automate them, but you're scrappy enough to do them by hand if it means closing a deal.
Exceptional Communication: You know how to write. Cold emails, product feedback, customer notes, LinkedIn posts—it all matters.
Benefits
Flexible work: In-person collaboration in the Bay Area, a distributed global-first team, and frequent offsites.
Adaption Passport: Annual travel stipend to explore a country you've never visited. We're building intelligence that evolves alongside you, so we encourage you to keep expanding your horizons.
Lunch Stipend: Weekly meal allowance for take-out or grocery delivery.
Well-Being: Comprehensive medical benefits and generous paid time off.