Founding GTM Lead
Founding GTM Lead working directly with founders to build and operationalize the go-to-market motion for an enterprise data infrastructure startup, owning outbound, inbound, POCs, and early sales processes.
About the job
What you will do
- Work alongside the founders on the GTM motion end to end: outbound, inbound qualification, discovery calls, POCs, pricing conversations, procurement, and closing early customers
- Help refine and operationalize what is already working: improve messaging, outbound sequences, qualification criteria, POC structure, pricing approaches, and customer workflows
- Run and evaluate GTM experiments: outbound email, founder-led content, partnerships, communities, events, and other distribution channels
- Get close to customers and the product: sit in on customer calls, understand where the product is resonating or breaking down, and feed learnings back into product, positioning, and sales strategy
- Help define the commercial foundation of the company: highly collaborative role with significant influence on positioning, ICP definition, sales process, and early GTM culture
- Over time, help scale the function: as the motion becomes repeatable, help grow the team across sales, outbound, partnerships, solutions engineering, and related functions
What success looks like
In the first 3 months:
- Work closely with the founders on active deals and pipeline generation
- Develop a strong understanding of the ICP and buyer pain points
- Run technical POCs with customers
- Contribute to building a more repeatable founder-assisted sales process
In 6-12 months:
- Consistent pipeline generation outside founder networks
- Clear understanding of which verticals and motions convert best
- Repeatable POC and qualification process
- Improved sales velocity and conversion rates
- Early foundation for scaling the GTM organization
Compensation
The base pay range for this role is $120K – $200K per year.
Skills
Outbound Sales, Inbound Qualification, Discovery Calls, Pocs, Pricing Strategy, Gtm Experiments, Pipeline Generation, Customer Discovery, Icp Definition, Sales Process Design
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