Founding GTM

Proof of Human; San Francisco (CA); On-site; USD 90,000 - 120,000; Full time

Job summary

Proof of Human is seeking a founding GTM lead to define our market strategy, build the sales engine, and drive first pilots. You’ll partner with founders, shape positioning, and turn research into repeatable go-to-market plays.

In this hands-on role, you’ll run market development, pipeline generation, customer discovery, and deal execution, blending curiosity with fast execution to establish Proof of Human as the standard in human verification.

Qualifications

• You’ll be a good fit if: There’s no established process yet for much of what this role touches. You find a starting point, try something, learn from the result, and build the next version without losing momentum as conditions change.
• You’re curious across disciplines. Whether you’re speaking with an academic, engineer, or business executive, you want to understand the substance and communicate in the language of the person across from you.
• You move fast once you see what needs to happen. You don’t wait for the perfect moment or someone’s blessing. You take ownership, bring other people along, and keep pushing through ambiguity, friction, and setbacks until the work is finished.
• You think in hypotheses. You turn open‑ended questions into focused experiments, define what you need to learn, and pay attention to the evidence. When the answer changes, you adjust your approach without getting attached to the original idea.

Responsibilities

• Market Development: Test new industries, buyer personas, use cases, messages, and acquisition channels to determine where Proof of Human has the strongest opportunity to win. Use what you learn to recommend where the company and product should focus.
• Pipeline Generation: Build targeted pipelines across our existing market and select new verticals through thoughtful outbound, warm introductions, events, partnerships, and other distribution channels you identify, to create a steady flow of growth opportunities.
• Customer Discovery: Lead early conversations with prospective customers to understand their problems, priorities, urgency, decision process, and willingness to commit. Clearly communicate Proof of Human’s value to both business and technical stakeholders.
• Deal Execution: Own opportunities from initial outreach through discovery, demos, pilots, pricing conversations, close and commercial follow‑up, working closely with the team to move qualified deals toward close while maintaining a consistent momentum throughout.
• Sales Enablement: Create the materials that help deals move forward for you and the team, including tailored follow‑ups, pitch decks, business cases, pilot proposals, objection handling, case studies, and vertical‑specific narratives for the buyer and use case.
• Growth Experimentation: Run lightweight, measurable experiments across audiences, messaging, distribution channels, and conversion points. Use the results to determine what should be scaled, changed, or stopped, and turn tests into repeatable programs

Job description

About Proof Of Human

Proof of Human is building the global standard for human verification across the internet. As the line between human and machine behavior becomes harder to discern, establishing who or what is behind every interaction is becoming foundational to the integrity of a digital world. Founded by Princeton PhD scientists, Mayank Agrawal and Matt Hardy, Proof of Human is a research and technology company developing the science, products, and infrastructure required to meet that challenge at global scale. As a public benefit corporation, we treat this work as both a technical frontier and a public responsibility, advancing the field while shaping the standards and governance for how human verification systems are developed, deployed, and used.

About Proof Of Human

Proof of Human is building the global standard for human verification across the internet. As the line between human and machine behavior becomes harder to discern, establishing who or what is behind every interaction is becoming foundational to the integrity of a digital world. Founded by Princeton PhD scientists, Mayank Agrawal and Matt Hardy, Proof of Human is a research and technology company developing the science, products, and infrastructure required to meet that challenge at global scale. As a public benefit corporation, we treat this work as both a technical frontier and a public responsibility, advancing the field while shaping the standards and governance for how human verification systems are developed, deployed, and used.

About The Role

We’re looking for a Founding GTM to join us to build the next phase of how Proof of Human goes to market. You’ll work directly with the founders and staff across sales, growth, and market development: generating pipeline, leading customer conversations, advancing deals, and turning both your intuition, your research, and what you learn on the front lines into sharper positioning, stronger systems, and clearer strategic direction. This is a deeply hands‑on role for someone who wants to create the playbook while running it.

What you’ll do:

• Market Development: Test new industries, buyer personas, use cases, messages, and acquisition channels to determine where Proof of Human has the strongest opportunity to win. Use what you learn to recommend where the company and product should focus.
• Pipeline Generation: Build targeted pipelines across our existing market and select new verticals through thoughtful outbound, warm introductions, events, partnerships, and other distribution channels you identify, to create a steady flow of growth opportunities.
• Customer Discovery: Lead early conversations with prospective customers to understand their problems, priorities, urgency, decision process, and willingness to commit. Clearly communicate Proof of Human’s value to both business and technical stakeholders.
• Deal Execution: Own opportunities from initial outreach through discovery, demos, pilots, pricing conversations, close and commercial follow‑up, working closely with the team to move qualified deals toward close while maintaining a consistent momentum throughout.
• Sales Enablement: Create the materials that help deals move forward for you and the team, including tailored follow‑ups, pitch decks, business cases, pilot proposals, objection handling, case studies, and vertical‑specific narratives for the buyer and use case.
• Growth Experimentation: Run lightweight, measurable experiments across audiences, messaging, distribution channels, and conversion points. Use the results to determine what should be scaled, changed, or stopped, and turn tests into repeatable programs

You’ll be a good fit if:

• Nobody has to hand you a map. There’s no established process yet for much of what this role touches. You find a starting point, try something, learn from the result, and build the next version without losing momentum as conditions change.
• You’re curious across disciplines. Whether you’re speaking with an academic, engineer, or business executive, or entering an unfamiliar market, you want to understand the substance and communicate in the language of the person across from you.
• You move fast once you see what needs to happen. You don’t wait for the perfect moment or someone’s blessing. You take ownership, bring other people along, and keep pushing through ambiguity, friction, and setbacks until the work is finished.
• You think in hypotheses. You turn open‑ended questions into focused experiments, define what you need to learn, and pay attention to the evidence. When the answer changes, you adjust your approach without getting attached to the original idea.

Compensation Range: $90K - $120K