GTM Lead

Responsibilities

• Execute against our established ICP, turning priority use cases into targeted campaigns, clear messaging, and effective channels.
• Test promising adjacent verticals where our existing solutions could solve similar problems. Use customer interviews and small, targeted campaigns to validate demand, and recommend expansion based on qualified opportunities and delivery fit.
• Build qualified pipeline through outbound campaigns, customer stories, content, events, referrals, and targeted inbound programs.
• Build and manage partnerships with technology providers, consultancies, systems integrators, and referral or channel partners. Identify where we can deliver together, develop joint offerings and campaigns, and turn relationships into opportunities.
• Work with sales and forward-deployed engineers to translate customer needs and delivered solutions into compelling demos, case studies, and repeatable offerings.
• Help shape the commercial motion from discovery to a scoped initial project, then expansion into additional applications and workflows.
• Turn successful customer projects into repeatable go-to-market plays: define the buyer, business problem, offer, and campaign that can win similar accounts.
• Track qualified pipeline, conversion, sales cycle, partner-sourced opportunities, and revenue. Use the results to decide where to invest.
• Work directly with the founders and help build the GTM team as the motion matures.

Requirements

• You have built a GTM motion at a startup from seed or early Series A through at least Series C. You can explain what you built, what worked, and what you would do differently.
• You have personally owned pipeline creation and channel execution, with clear examples of business results.
• Experience taking an enterprise software platform or a technology-enabled solutions business to market.
• Experience developing partnerships that produce qualified opportunities, joint customer engagements, or revenue.
• Strong positioning and communication skills: you can connect a technical product to a buyer's operational problem and business outcome.
• Comfort working across strategy and execution: interviewing customers, writing messaging, launching campaigns, and developing partner opportunities.
• Technical fluency and the ability to collaborate closely with engineers. You do not need to write production code.
• Experience with consultative sales, systems integrators, or a platform combined with implementation services is a plus.