Head of GTM (North America)

About the role

This position is for a founding GTM leader tasked with building the commercial engine for a new AI category within the company. The successful candidate will define the company's market approach and go-to-market strategy while influencing the product roadmap based on direct customer interactions. You will establish the foundational processes and messaging that position the AI solution for scalable growth. This role reports directly to the founders, placing you at the heart of strategic decision-making and long-term vision. You will own the narrative of the product in the marketplace, shaping how technical buyers perceive its value and potential. The focus is on cultivating relationships with sophisticated technical buyers and key stakeholders across the sales cycle. You will act as the primary link between the customer needs and the internal product and engineering teams. This is a hands-on role that requires equal parts strategic planning and execution to establish a repeatable sales motion.

Key facts

What you'll do

• Design the initial go-to-market strategy, including defining ideal customer profiles, selecting outreach channels, and creating foundational sales materials.
• Own the end-to-end sales cycle, managing opportunities from initial outreach and technical discovery through negotiation and deal closure.
• Build and maintain relationships with high-level technical buyers and decision-makers through consistent engagement at industry events and conferences.
• Synthesize complex customer feedback and translate it into specific, actionable product development requirements for the engineering and product teams.
• Select, implement, and manage the GTM technology stack, with a focus on marketing automation, data quality, and sales enablement tools.
• Conduct in-depth technical conversations with CTOs, AI researchers, and engineering leaders to articulate the solution's value and feasibility.
• Develop and execute a content strategy that provides the sales team with the tools needed to communicate value effectively.
• Analyze sales metrics and pipeline data to identify bottlenecks, optimize conversion rates, and refine the overall sales approach.
• Partner closely with the founders to validate market assumptions and adjust the commercial strategy based on real-world market responses.
• Drive the adoption of best practices in sales methodology and forecasting to ensure predictability and scalability of revenue generation.
• Mentor and coach future sales team members on the nuances of selling AI to technical organizations.
• Establish the brand's presence in key industry forums and discussions to position the solution as a thought leader in the AI space.
• Manage the qualification process to ensure resources are focused on the highest-value opportunities with the strongest intent to purchase.
• Collaborate with customer success to ensure a smooth onboarding experience that reinforces the initial value proposition.

Requirements

• 4-8 years of experience in sales, with a preferred track record of early-stage or founding experience within the first 5 years of a company's growth.
• Demonstrated history of transitioning from founder-led sales efforts to establishing a scalable GTM model and process.
• A proven ability to build long-term trust with customers, emphasizing relationship quality over the pursuit of high-volume, transactional sales.
• Possess a technical understanding that allows for engaging in deep, credible conversations with CTOs, AI engineers, and technical leadership.
• Exhibit a builder mindset, capable of hands-on work to close deals, including manual data tasks, while also creating automation for efficiency.
• Demonstrate excellent written communication skills across a variety of formats, including strategic emails, detailed product feedback, and professional social media posts.
• Show resilience and self-motivation in an environment with minimal direct supervision and a high degree of ambiguity.
• Have the intellectual curiosity to quickly master complex AI concepts and translate them for diverse audiences.

Nice to have

• Experience as a founder or co-founder of a previous company, particularly one that has navigated the early stages of product-market fit.

Practical notes

• This role is based in the United States, with a hybrid work model that requires physical presence in the Bay Area for regular team offsites and collaborative sessions.
• The team is globally distributed, and the role involves frequent travel to key technology hubs for in-person meetings with customers and partners.
• The position reports directly to the founders, placing the holder of this role at the center of strategic planning and execution.
• Compensation details were not provided in the source material for this position.
• The successful candidate must be able to secure and maintain the necessary work authorization to employment in the United States.
• The role involves frequent interaction with C-level executives and technical decision-makers in a fast-paced environment.
• The company offers an annual travel stipend, a weekly lunch allowance, comprehensive medical benefits, and generous paid time off to support a balanced work life.
• Regular participation in company offsites is required, with travel to designated locations being a standard expectation for team cohesion and strategy sessions.
• The candidate must be willing to utilize sales, marketing, and automation tools on a daily basis to manage pipelines and report on performance metrics accurately.
• This is a full-time commitment requiring availability during standard business hours, with flexibility to accommodate different time zones for critical meetings.