Responsibilities

• The Founding GTM role is responsible for defining and executing Lightsage’s go-to-market strategy, including positioning, messaging, and motion design for enterprise and startup customers.
• Day-to-day work includes engaging directly with prospects and customers, running discovery and demos, shaping pilot programs, and closing strategic deals.
• The role also involves collaborating closely with product and engineering to refine the roadmap based on customer feedback, building repeatable sales processes, and creating core GTM assets such as playbooks, case studies, and pitch materials.
• As an early team member, the Founding GTM will help establish metrics, build the pipeline, and lay the foundation for future sales and customer success functions.

Requirements

• Experience in B2B SaaS or developer tools go-to-market, including ownership of positioning, messaging, and launch strategies.
• Proven track record of full-cycle enterprise or mid-market sales: prospecting, discovery, solution design, negotiation, and closing.
• Ability to work closely with technical products and audiences; comfort engaging with APIs, CLIs, and developer workflows.
• Strong communication and storytelling skills, including drafting GTM content such as decks, one-pagers, and case studies.
• Data-driven mindset with experience using CRM tools and analytics to manage pipeline, forecast, and refine GTM experiments.
• Comfort operating in an early-stage startup: ambiguity, rapid iteration, and building processes from the ground up.
• Collaborative approach with the ability to partner with product, engineering, and founders to shape strategy and roadmap.
• Prior founder or early-stage startup operator experience is a plus.
• Prior experience in AI, developer tools, or infrastructure markets is highly beneficial; background in growth, sales, or product marketing is a plus.
• Bachelor’s degree or equivalent practical experience; willingness to be onsite in San Francisco, CA.