Founding GTM, BD

About the role

You will own the foundational go-to-market strategy that shapes how Tamarind Bio enters and wins within enterprise life science markets. This role requires you to build the first scalable outbound engine that converts ambiguous scientific interest into qualified pipeline. You will act as the primary GTM partner to the founders, designing playbooks for identifying and engaging high-value customers across pharmaceutical, biotech, and academic segments. You will translate complex AI drug discovery capabilities into compelling, customer-centric narratives that resonate with technical buyers. This position demands ownership of the full sales cycle from initial contact through to proof of value, ensuring early market feedback directly informs product evolution. You will be responsible for establishing the core messaging, positioning, and motion that define Tamarind's commercial identity in its earliest enterprise engagements. Your work will directly influence how the company scales its partnerships and captures value from its AI platform.

Key facts

What you'll do

• Architect and execute a multi-channel outbound strategy that sources pipeline from scientific publications, conference traffic, and research partnerships.
• Design and run structured email and LinkedIn outreach campaigns tailored to distinct stakeholder groups within pharma and biotech organizations.
• Conduct deep scientific dialogues with researchers and ML engineers to uncover how Tamarind's AI tools solve specific drug discovery and industrial enzyme challenges.
• Map and qualify enterprise sales cycles, guiding leads from initial biotech exploration to committed engagement with top 10 pharmaceutical partners.
• Synthesize customer feedback and competitive insights to refine product positioning and feature priorities for the engineering team.
• Provide strategic support during live product demos, pilot programs, and early proof-of-concept initiatives with prospective clients.
• Define the initial go-to-market framework, including target account lists, buyer personas, and standardized sales processes.
• Collaborate closely with founders to align sales activities with product milestones and long-term business vision.
• Track and analyze outreach performance metrics, iterating quickly on messaging, sequencing, and channel mix to improve conversion.
• Represent Tamarind at key industry conferences and events, supporting live engagement and capturing high-intent interest.
• Partner with business development leadership to identify and pursue strategic alliances that accelerate access to new markets.
• Translate complex AI and computational biology concepts into clear, outcome-focused narratives for executive and technical audiences.
• Maintain rigorous documentation of all customer interactions, ensuring continuity and enabling data-driven decision making.
• Identify and prototype new sales automation and AI-assisted workflows to scale outreach without sacrificing personalization.

Requirements

• You possess a minimum of eight years of cumulative experience in sales, business development, or SDR roles within technology or life science environments.
• You have a proven track record of selling complex SaaS or data-driven platforms where acquisition costs are substantial and sales cycles are extended.
• You are comfortable engaging with highly technical audiences, including scientists, ML researchers, and bioinformatics professionals.
• You demonstrate high agency, thriving in ambiguous situations where you must build processes, tools, and strategies with minimal precedent.
• You exhibit exceptional written and verbal communication skills, with the ability to craft precise, persuasive narratives under uncertainty.
• You are willing to work primarily onsite from the San Francisco office and to travel as necessary for customer meetings and industry events.
• You show a demonstrated curiosity and interest in artificial intelligence, drug discovery, or the life sciences sector.
• You have direct experience operating within complex enterprise sales cycles, moving opportunities across stages from exploration to commitment.
• You are proficient in using sales intelligence and outreach platforms such as Apollo, Clay, or similar data sourcing tools.
• You understand the fundamentals of computational biology, protein structure, or AI model workflows, even if not formally trained.
• You have a history of meeting or exceeding demanding quotas in previous sales roles.
• You are meticulous in your approach to pipeline management, ensuring accurate forecasting and reliable deal tracking.
• You have collaborated effectively in fast-paced, startup environments where roles evolve rapidly and ownership is critical.
• You hold the right to work in the United States without sponsorship, aligning with the operational needs of a San Francisco-based team.

Nice to have

• Prior experience selling enterprise SaaS solutions with large annual contract values in regulated industries.
• A background or professional exposure to the life sciences, biotechnology, or pharmaceutical research ecosystems.
• Hands-on experience with data enrichment platforms like Apollo or Clay for building and segmenting target accounts.
• Demonstrated ability to automate repetitive tasks and leverage AI-enhanced tools in outbound and administrative workflows.
• Familiarity with common drug discovery terminology, protein design, or enzyme optimization concepts.
• Experience managing multi-threaded executive conversations within long-cycle B2B sales efforts.
• Track record of collaborating successfully with technical co-founders to align sales strategy and product direction.

Practical notes

This role requires onsite presence in San Francisco with travel as needed for customer visits, conferences, and company events. There are no specific visa sponsorship details outlined at this time. The engagement is full-time, reflecting the intensity and scope of building GTM functions for a high-growth bio startup.