Responsibilities

• Go-to-market strategy and execution: Help define and execute our GTM approach, including client segments, wedge motion and vertical focus (initially mid-market, while building government in parallel). Drive pipeline creation and progression using AI-native tools and processes.
• Wedge design and sales: Work with the broader team to build and refine the wedge catalogue. Land lighthouse customers with wedge offerings (typically fixed-scope builds), demonstrate value in 60 to 90 days, and convert to platform engagements.
• Value engineering and commercial structuring: Structure deals that align client outcomes with commercial terms. Build pricing and packaging approaches that scale with clear value articulation.
• Client relationships and expansion: Build deep, trusted relationships with C-suite stakeholders. Expand accounts post-wedge (targeting 2 to 3x growth) and turn clients into advocates who refer others.
• Pod alignment (commercial to delivery): Partner with delivery pods to ensure delivery set-up supports commercial objectives, timelines and client outcomes. Maintain tight feedback loops between sales, delivery and product.
• AI-native operations: Help build and refine internal AI-native ways of working, experimenting with AI tools daily to drive leverage (targeting 5 to 10x people leverage) and documenting what works so others can follow.
• Team building and playbook development: Hire, coach and develop the GTM team in the US alongside the CEO/VPs. Codify repeatable processes for sales, value engineering and client expansion, creating the operating system that supports scale.