Founding Go-to-Market Lead

Elm AI; New York, Northern (NY, KY); Hybrid; USD 90,000 - 140,000; Full time

Job summary

Elm AI in New York is seeking a generalist to work directly with the founders on go-to-market strategy at the intersection of sales and marketing. You’ll identify target customers, craft positioning, test messaging in real conversations, and drive content, demos and campaigns while building partnerships and customer leads.

This full-time hybrid/remote role involves travel to client sites and events, with a hands-on, fast-paced environment shaping our product direction.

Qualifications

• Comfortable moving between sales, marketing and broader business questions.
• Clear writing, good questions, and the ability to explain a product to users and buyers.
• Commercial judgment with some product instinct.

Responsibilities

• Talk to customers and prospects to understand workflows and needs.
• Develop positioning and messaging and test them in conversations and campaigns.
• Write and share content, from customer stories and articles to demos and webinars.
• Build relationships through outbound, partnerships, conferences and smaller events.
• Take sales conversations from discovery and demos through pilots and commercial discussions.
• Bring learnings back to product to help decide what to solve next.

Skills

Sales & Marketing fluency

Written communication

Product instinct

Curiosity & learning

AI tooling familiarity

Job description

We build AI agents for supply chains and supplier operations. Our software is already used by major consumer brands across thousands of factories, starting with responsible sourcing. We’re working to make AI useful across more of the work these teams do every day.

The role

We’re looking for a generalist to work directly with the founders on GTM and strategy. The role sits at the intersection of sales and marketing, with plenty of product thinking along the way. You’ll help us figure out who we should be talking to, what problems we can solve for them, and how to turn that into customers and revenue.

We’re a fast-paced startup, and there’s a lot to figure out. You might spend one day talking to a prospective customer, the next working on a demo or writing something useful, and another testing a new way to reach people. You’ll help decide what’s worth doing and get it done.

What you’ll do

• Talk to customers and prospects, understand how they work, and spot where our product could help.
• Work on positioning and messaging, then test them in real conversations and campaigns.
• Write and share useful content, from customer stories and articles to demos and webinars.
• Build relationships through outbound, partnerships, conferences and smaller events.
• Take sales conversations from discovery and demos through pilots and commercial discussions.
• Bring what you learn back to product. Help us think through which problems to solve, how the product should work, and what to try next.
• Keep track of what’s leading to real conversations, customers and revenue, and use that to decide where we spend our time.

What we’re looking for

• You’re comfortable moving between sales, marketing and broader business questions.
• You write clearly, ask good questions and can explain a product to both the people using it and the people buying it.
• You have commercial judgment and some product instinct: you can work out what a customer needs and think through how we might solve it.
• You use AI tools in your work and enjoy trying new ways to get things done.
• You can take an idea from a rough starting point to something people can use, without needing a large team around you.
• You like a fast-paced environment, can make progress when things are still unclear, and are happy to learn as you go.

Supply-chain, procurement or sourcing experience is a nice-to-have. You don’t need to be an expert to join us. Curiosity about the work and a willingness to learn matter.

Working style

This is a full-time hybrid/remote role, ideally based in New York, working closely with the founding team. Expect frequent travel for customers, conferences and industry events. We offer competitive compensation, benchmarked to your role, experience and regional market.

You’ll help build our first GTM function and work closely with the founders. There are real customers to learn from, room to try your own ideas, and plenty of say in our positioning, product direction and future team.