Drive the 0→1 GTM engine: define ICP, messaging, and pipeline, close early lighthouse customers, and codify a repeatable playbook.

Responsibilities

• Defining and refining ICP, wedge, and early customer segments
• Turning ambiguous market demand into a sharp commercial narrative
• Building pipeline from zero through outbound, partnerships, founder-led sales, content, community, and creative experiments
• Running discovery calls, demos, pilots, negotiations, and early expansions yourself
• Helping shape pricing, packaging, offers, and service-to-product transitions
• Working closely with product and founder to convert market feedback into roadmap decisions
• Closing lighthouse customers that become case studies, proof points, and market leverage
• Building the first repeatable GTM playbook across messaging, motion, channel, and conversion
• Recruiting and helping onboard the next wave of GTM talent once the motion starts to work

Requirements

• Proven experience building pipeline from near zero
• Strong ability to sell emerging or non-obvious products
• Excellent discovery, storytelling, objection handling, and closing skills
• Ability to personally operate across the full funnel, from cold outreach to close
• Strong instinct for ICP definition, messaging, and commercial positioning
• Experience working in fast-moving startup environments
• High urgency, high ownership, and strong founder compatibility
• Comfort with experimentation, iteration, and imperfect conditions

Preferred

• Experience selling into founders, growth leaders, CMOs, or revenue leaders
• Experience in SaaS, AI, marketing technology, or growth infrastructure
• Experience productizing custom work or early services into repeatable offers
• Experience helping define category narrative for a new market
• Prior experience as a founder or early operator at a high-growth company
• Experience in any AI companies