Founding GTM Lead

Founding GTM Lead LocationSan FranciscoEmployment TypeFull timeDepartmentPortfolio CompaniesFounding GTM LeadAbout the RoleYou'll build the go-to-market engine from scratch. You'll close deals yourself while building the playbook, processes, and team that scale revenue from early traction to repeatable growth.As the founding GTM hire, you'll own the entire sales motion – from identifying target customers and crafting messaging to running demos, negotiating contracts, and closing deals. You'll develop deep expertise in the customer problem and become the voice of the market inside the company. The playbook you create will become the foundation for how the company sells.This role requires someone who can sell, not just manage. You should be comfortable carrying a quota and closing deals while simultaneously building the infrastructure for scale. The best candidates combine hustle with strategic thinking – they can grind through outbound prospecting and also step back to analyze what's working and systematize it.What You'll DoOwn the full sales cycle from prospecting through negotiation to close for enterprise customersDevelop ideal customer profile, value proposition, and sales messaging through direct selling experienceBuild pipeline through multiple channels: outbound prospecting, inbound qualification, partnerships, and networkRun product demos and technical presentations tailored to customer needs and stakeholdersNegotiate contracts and pricing, working with leadership on deal structure and approvalCreate and document sales playbook: qualification criteria, objection handling, competitive positioningImplement sales tools and CRM processes that enable tracking and forecastingPartner with product and engineering to translate market feedback into roadmap prioritiesHire and develop the first sales team members as volume and complexity increaseQualifications5+ years of B2B sales experience, with at least 2 years selling into enterprise accountsTrack record of quota attainment and closing complex deals ($50K+ ACV)Experience as an early sales hire at a startup or selling a new product into an established marketAbility to sell consultatively, understanding customer problems and mapping solutions to valueStrong prospecting skills with experience building pipeline through outbound and networkExcellent presentation and communication skills for executive-level conversationsExperience with technical or complex sales cycles requiring multi-stakeholder alignmentComfort with ambiguity and ability to iterate on approach based on market feedbackNice to HaveExperience selling AI, data, or technical products to enterprise buyersBackground selling into the company's target vertical (financial services, healthcare, legal, etc.)Previous experience building and managing a sales teamTechnical background that enables deeper product and customer conversationsNetwork of relationships with potential customers in target marketsExperience with PLG motions, partnerships, or channel sales in addition to direct enterprise salesApply for this Job