Head of Demand & Commercial Growth
About the role
The Role
This is our first commercial growth senior hire scaling our go-to-market work.
You will own demand, pipeline, and revenue execution. Not manage, but own. You’ll build the system, run it yourself at first, and scale only when revenue justifies it. This is a scrappy role for someone who has built from zero before and prefers execution over abstraction.You’ll work directly with executives in the Filecoin ecosystem and our GTM Enterprise Growth Lead to define and execute revenue strategy.
What You’ll Do
1. Generate Commercial Pipeline with our Enterprise Growth Lead (Hands-On)
- Work with the Enterprise Growth Lead to define ICPs and sharpen positioning.
- Build inbound from scratch (technical content, SEO, ecosystem visibility, marketplace presence).
- Support outbound with messaging, campaigns, and tooling.
- Improve conversion from MQL → SQL → Opportunity.
- Track everything. Fix what’s broken. Repeat.
2. Close & Support Revenue with the GTM team
- Run enterprise conversations early.
- Help move technical deals forward alongside founders.
- Build basic but disciplined forecasting and pipeline hygiene
- Work with the Enterprise Growth Lead to turn post-launch interest into signed contracts.
You’re comfortable in early sales cycles and technical buyer environments.
3. Own and Build the Commercial Function
No premature structures until true customer demand and growth hits
As revenue milestones are hit, you will:
- Bring along AEs when pipeline can support quota.
- Work with Solutions Engineers when technical load demands it.
- Help staff up on BDRs when outbound becomes repeatable.
- Evaluate Demand Gen support once inbound channels prove ROI.
4. Drive Ecosystem & Marketplace Traction
Distribution matters.
- Ship unilateral, documentation-first integrations to match competitor ecosystem presence.
- Prioritize visibility in key developer tools.
- Get listed and transactable on major cloud marketplaces.
- Track marketplace-sourced revenue.
We prefer shipping integrations over negotiating slow BD deals.
5. Operationalize Partnership Revenue
If we close third-party or ecosystem deals, you own the commercial follow-through:
- Migrate customers cleanly.
- Protect and retain revenue.