Founding GTM

Weareunicorn; Greater London; Hybrid; GBP 45,000 - 65,000; Full time

Job summary

Weareunicorn is seeking an ambitious early-stage go-to-market professional to work directly with the founder and turn demand into a disciplined, repeatable commercial operation. You will help build the commercial infrastructure, processes and execution capacity to convert interest into revenue.

You will sit at the intersection of sales, growth, research and commercial operations, starting with building foundations: target markets, buyers, conversations, opportunities and high-quality collateral.

Qualifications

• Approximately 2–5 years' experience in B2B sales, growth or another commercially focused role, preferably within SaaS or a technology startup.

Responsibilities

• Research target markets, industries, companies, decision-makers and potential use cases.

Skills

B2B sales

SaaS

Growth

Research

Analytical thinking

Written communication

Stakeholder communication

Organisational skills

Independent work

Commercial mindset

Job description

An ambitious, early-stage enterprise technology company helping organisations understand, manage and optimise the cost, utilisation and value of their human workforce and AI tools. Its platform brings together operational and financial data to help businesses make better decisions about how work gets done, where resources are allocated and what their AI investments deliver. The company is already working with enterprise customers and is looking to build a more scalable, repeatable commercial engine.

Job Summary

This is a rare opportunity to join an ambitious enterprise technology business as its first dedicated go-to-market hire, working directly with the founder to turn growing customer demand into a disciplined, repeatable commercial operation.

The business is already engaging with major enterprise customers and has significant opportunities to pursue. The immediate challenge is to build the commercial infrastructure, processes and execution capacity needed to convert that demand into lasting customer relationships and revenue.

This is not a conventional sales role with an established playbook, nor is it a purely strategic position. You will sit at the intersection of sales, growth, research and commercial operations, taking ownership of the work that enables founder-led selling to operate more effectively.

Initially, you will focus on building the foundations: understanding target markets, identifying the right buyers, preparing for customer conversations, managing opportunities and developing high-quality commercial materials. As your understanding of the product, customers and market grows, you will take on greater responsibility for customer conversations, qualification, demonstrations and selected sales opportunities.

Key responsibilities

Research target markets, industries, companies, decision-makers and potential use cases.

Build target-account lists, map buying committees and develop focused outbound experiments.

Maintain a high-quality sales pipeline, ensuring every opportunity has a clear next step, owner and deadline.

Work closely with the founder to prepare for customer meetings, coordinate follow-ups and keep commercial opportunities moving.

Create compelling proposals, sales decks, business cases, landing pages and competitor analyses.

Translate customer feedback and conversations into reusable case studies, messaging and commercial collateral.

Help organise targeted events, roundtables and other initiatives to build relationships with senior enterprise buyers.

Support strategic partnerships and turn introductions into well-managed commercial opportunities.

Develop a deep understanding of the product, its value proposition and the problems it solves for enterprise customers.

Identify opportunities to improve the go-to-market process, test new approaches and make commercial execution more efficient.

Gradually take ownership of qualification calls, product demonstrations and selected opportunities as the business scales.

What success looks like

Within your first 90 days, you will have helped establish a reliable commercial operating rhythm, improved the quality and consistency of pipeline management, accelerated the preparation and follow-up of customer opportunities, and created a reusable library of sales materials and market intelligence. You will also have begun building trusted relationships with prospective customers and identified opportunities that your work has helped move towards revenue.

Over time, the role offers the opportunity to take on meaningful commercial ownership, with a potential progression into an Account Executive role or a position building and leading the company's sales development and growth function.

Experienced Required

We are looking for someone commercially ambitious, intellectually curious and highly proactive, who enjoys getting things done and wants to develop into a strong commercial operator.

You may currently be an SDR or BDR ready for more responsibility, a junior Account Executive, a commercially minded Founder's Associate, or someone working across sales enablement, revenue operations or B2B growth at an early-stage technology business.

Ideally, you will bring:

Approximately 2–5 years' experience in B2B sales, growth or another commercially focused role, preferably within SaaS or a technology startup.

A practical understanding of how B2B sales opportunities are identified, developed and progressed.

Strong research, analytical and written communication skills, with the ability to turn ambiguous information into clear, actionable outputs.

The confidence to communicate professionally with senior customers and decision-makers.

Excellent organisation and follow-through, with the ability to manage multiple opportunities and competing priorities.

A bias towards action and the ability to work independently without needing detailed instructions at every stage.

Commercial judgement, resilience and creativity when the obvious route to a result does not work.

Genuine curiosity about enterprise technology, AI and the commercial problems businesses are trying to solve.

A willingness to handle detailed execution as well as higher-level commercial thinking.

A strong desire to develop towards greater responsibility for customers, pipeline and revenue.

We care more about what you have personally achieved than your current job title. Examples of initiative, measurable commercial impact and improving the way a team works will carry significant weight.

This role may not suit you if you prefer a mature sales playbook, a narrowly defined remit or a position focused primarily on strategy rather than execution. This is an early-stage environment where priorities evolve quickly, standards are high and individual contributions are visible.