Head of GTM
Founding North America GTM leader to architect the sales playbook for a category-defining adaptive AI product. Full-cycle ownership from outbound to close, market feedback to product team, and GTM stack setup. Requires 4-8 years early-stage sales experience, technical AI fluency, and founder-like conviction.
About the job
Responsibilities
- Architect the GTM playbook: Define ICP, design outreach sequences, build initial sales assets (decks, demos, white papers).
- Full-cycle ownership: Handle cold outbound, technical discovery, procurement, and closing.
- Build relationships at conferences, dinners, and industry events; generate pipeline through face-to-face interactions.
- Provide market feedback: Distill prospect objections into actionable product requirements; act as bridge between market needs and engineering.
- Own and stand up the GTM tech stack (CRM, data enrichment, sequencing tools) with focus on automation and data quality from day one.
Qualifications
- 4-8 years of experience, ideally as a founding or "first 5" sales hire at a high-growth Series A/B startup; experience transitioning from founder-led selling to scaled GTM.
- Founder DNA: Bonus for having founded something; experience selling with conviction without brand support.
- Strong relationship builder who plays the long game and earns genuine trust.
- AI/Technical native: Deep understanding of modern AI stack; able to discuss LLM trade-offs and integration patterns with CTOs independently.
- Builder mindset: Automate manual tasks like lead sourcing but scrappy enough to do them manually when needed.
- Exceptional communication skills across LinkedIn posts, cold emails, and board updates.
Nice-to-Haves
- Experience founding a company or similar venture.
- Technical depth in AI/LLMs and integrations.
Benefits
- Flexible work with in-person Bay Area collaboration, distributed global team, and quarterly offsites.
- Annual travel stipend (Adaption Passport) to visit new countries.
- Weekly lunch stipend for meals or groceries.
- Comprehensive medical benefits and generous PTO.
Skills
Go-to-Market Strategy, Sales Playbook Development, Full-Cycle Sales, CRM, Data Enrichment, Ai Stack, LLMs, Technical Discovery, Outbound Sales, Icp Definition
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