Founding Go-to-Market

Tech Sales Jobs; San Francisco (CA); On-site; USD 120,000 - 200,000; Full time

Job summary

Tech Sales Jobs is hiring a founding GTM lead for a seed-stage AI infrastructure company in San Francisco. You will be the first to own a revenue number, working directly with the CEO on deal strategy, ICP refinement, and cross-functional GTM design across enterprise, pilots, and self-serve motions.

This on-site role requires hands-on outbound, close collaboration with engineering leaders, and a builder mentality to create scalable processes from scratch.

Qualifications

• Experience early-stage GTM at developer tools or infrastructure.
• Has owned revenue numbers directly.
• Talks credibly with engineering leaders.
• Builder mindset with ability to create structure from scratch.
• Excellent written and verbal communication.
• Experience selling to AI engineering teams is a plus.
• Experience running PLG and enterprise motions in parallel.
• Existing Bay Area AI/ML ecosystem network is a plus.

Responsibilities

• Own the full pipeline from sourcing through expansion across GTM lanes.
• Run outbound to Directors of Engineering and Heads of AI at seed-to-Series D.
• Drive enterprise deal cycles from first call to contract.
• Design and document the GTM motion and scaling plan.
• Partner with CEO on positioning, deal strategy, ICP refinement.

Skills

Early-stage GTM

Revenue ownership

Technical fluency

Builder mindset

Strong communication

AI engineering sales

PLG motions

Enterprise motions

Bay Area network

Job description

Founding GTM

Department: Engineering

Location: San Francisco

Employment Type: FullTime

About the Role

This is a ground-up, build-the-engine role for a seed-stage AI infrastructure company that makes graph-native context and memory infrastructure for AI agents. You will be the first person accountable to a revenue number, sitting directly alongside the CEO on deal strategy, positioning, and ICP refinement across enterprise, pilot, and self-serve motions.

What You'll Do

• Own the full pipeline from sourcing through expansion across all three GTM lanes: enterprise anchor deals, Shadow Mode pilots, and PLG self-serve.

• Run targeted outbound to Directors of Engineering and Heads of AI at seed-to-Series D AI companies.

• Drive enterprise deal cycles from first call to signed contract.

• Design, iterate on, and document the GTM motion, identifying what works and how to scale it.

• Partner closely with the CEO on positioning, deal strategy, and ICP refinement.

What We're Looking For

• Early-stage GTM experience, ideally at a developer tools or infrastructure company.

• A track record of owning a revenue number and being held directly accountable to it.

• Technical fluency strong enough to have credible conversations with engineering leaders.

• A builder mentality: you enjoy creating structure from scratch rather than following an existing playbook.

• Strong written and verbal communication skills.

• Prior experience selling to AI engineering teams is a plus.

• Experience running PLG and enterprise motions in parallel is a plus.

• An existing network in the Bay Area AI/ML ecosystem is a plus.

Compensation & Benefits

Base salary: $120,000 to $200,000 USD annually, plus meaningful equity. Visa sponsorship is not available for this role.

Location

On-site in San Francisco, CA, United States.