Founding GTM Lead

What you'll do

Full-cycle revenue ownership: Source, qualify, demo, negotiate, and close multi-million dollar B2B contracts across four core ICP segments: cross-border PSPs and MTOs, neobanks and digital banks, fintech platforms, and stablecoin infrastructure and FX. Complement and amplify founder-led sales. Own the cadence, the close, and the commercial.

Activation, contracted to live: Own the path from signed deal to first $1M in volume processed. Close the loop across contract execution, technical integration, compliance onboarding, and customer ramp. Pull in compliance partners and engineering when needed.

Outbound engine and GTM systems: Build the outbound motion with Clay, HubSpot, and Unify against signal-rich lists in each ICP segment. Stand up the CRM, pipeline tracking, and reporting infrastructure. Own inbound sequencing from content-driven awareness through demo, and codify the qualification rubric.

Commercial and contract delivery: Build the pricing playbook spanning transfer fees, FX spread, compliance, and platform fees. Lead commercial negotiation. Own SOWs, SLAs, and regulated contract structures end to end alongside legal, compliance, and sponsor bank partner.

Product-led growth and the developer funnel: Build the bottoms-up motion that feeds enterprise pipeline. Partner with product to shape self-serve signup, sandbox integration, and the path to first live transfer. Define product-qualified-lead signals and build the handoff that routes high-intent accounts into compliance onboarding and sales-assisted activation.

Team and playbook: Codify what works into a playbook. Hire and lead the first SDR and forward-deployed technical account manager when volume justifies it. Close the loop with product, compliance, and engineering on what to build next.

Who you are

• 5 to 8+ years of B2B GTM experience, including ownership of a 0-to-1 sales motion and scaling it past initial product-market fit
• Track record of closing complex, multi-million dollar B2B contracts with technical buyers (Heads of Payments, Treasury, Risk, and Compliance, plus CTOs and CFOs), including deals displacing incumbent vendors
• Deep technical fluency: run discovery and demo payments, infrastructure, or compliance products without engineering; read an API spec without translation
• Hands-on expertise with modern GTM stack (Clay, HubSpot, Apollo, Default, Unify, or equivalents); ability to build custom, signal-driven outbound machine against defined ICP
• Comfort in regulated, partner-heavy deal structures including sponsor bank, KYB and AML vendor, and compliance partner negotiations
• Excellent written and verbal communication; ability to influence cross-functional stakeholders
• Player-coach mindset: carry a bag for the next 12-18 months while building team and playbook

Qualifications

• Sold into fintech, payments, banking, or compliance-heavy buyers
• Background at Stripe (or Bridge pre-acquisition), Plaid, Modern Treasury, Sardine, Ramp, Mercury, or similar payments and infrastructure companies
• Cross-border payments, treasury, or FX experience, particularly where compliance is a wedge
• Network or marketplace business model experience
• Experience building or scaling a product-led growth motion at a developer-first or API company, including self-serve onboarding and activation funnel design
• Fluency with product analytics (Amplitude, Mixpanel, PostHog, or equivalents): defining activation metrics, building funnels, and surfacing PQLs from usage data
• Forward-deployed model exposure (Palantir, Anduril, or Snowflake deployment teams, or similar)
• Familiarity with stablecoins, the GENIUS Act, or other emerging regulated financial infrastructure
• Prior leadership or mentorship in a high-growth go-to-market team