Founding GTM

Lightsage, Inc.; San Francisco (CA); On-site; USD 180,000 - 270,000; Full time

Job summary

Lightsage, Inc. is seeking a Founding GTM leader to define and execute the company’s go-to-market strategy in San Francisco.

You will own positioning, messaging, and motion design for enterprise and startup customers, and run discovery, demos, pilot programs, and closing deals. You will closely collaborate with product and engineering to refine the roadmap based on customer feedback, build repeatable sales processes, and create core GTM assets such as case studies and pitch decks.

Qualifications

• Experience in B2B SaaS or developer tools go-to-market, including ownership of positioning, messaging, and launch strategies.
• Proven track record of full-cycle enterprise or mid-market sales: prospecting, discovery, solution design, negotiation, and closing.
• Ability to work closely with technical products and audiences; comfort engaging with APIs, CLIs, and developer workflows.
• Strong communication and storytelling skills, including drafting GTM content such as decks, one-pagers, and case studies.
• Data-driven mindset with experience using CRM tools and analytics to manage pipeline, forecast, and refine GTM experiments.
• Comfort operating in an early-stage startup: ambiguity, rapid iteration, and building processes from the ground up.
• Collaborative approach with the ability to partner with product, engineering, and founders to shape strategy and roadmap.
• Prior founder or early-stage startup operator experience is a plus.
• Prior experience in AI, developer tools, or infrastructure markets is highly beneficial; background in growth, sales, or product marketing is a plus.
• Bachelor’s degree or equivalent practical experience; willingness to be onsite in San Francisco, CA.

Responsibilities

• Define and execute Lightsage’s go-to-market strategy, including positioning, messaging, and motion design for enterprise and startup customers.
• Engage directly with prospects and customers, run discovery and demos, shape pilot programs, and close strategic deals.
• Collaborate with product and engineering to refine roadmaps based on customer feedback and build repeatable sales processes.
• Create core GTM assets such as playbooks, case studies, and pitch materials.
• Help establish metrics, build the pipeline, and lay the foundation for future sales and customer success functions.

Skills

GTM strategy

Enterprise sales

Storytelling & communications

CRM analytics

Startup environment

Cross-functional collaboration

Founder/early-stage ops

Education

Bachelor’s degree or equivalent

Tools

CRM tools

Presentation software

Job description

Company Description

Lightsage builds infrastructure for the emerging agent economy, helping organizations track, benchmark, and improve how coding agents discover and use their APIs, CLIs, and MCP integrations. The platform is used by enterprises and high-growth startups to become the default tools recommended by software agents. Lightsage focuses on agent experience and measurable impact on developer and product adoption, with more information available at lightsage.com. The team also created DevToolArena.com, a public benchmark that ranks developer tools across areas like authentication, inference, and voice using Claude Code and Codex. Joining Lightsage offers the opportunity to shape how agent-led growth and developer tooling evolve in a rapidly changing ecosystem.

Role Description

The Founding GTM role is a full-time, on-site position based in San Francisco, CA. This role is responsible for defining and executing Lightsage’s go-to-market strategy, including positioning, messaging, and motion design for enterprise and startup customers. Day-to-day work includes engaging directly with prospects and customers, running discovery and demos, shaping pilot programs, and closing strategic deals. The role also involves collaborating closely with product and engineering to refine the roadmap based on customer feedback, building repeatable sales processes, and creating core GTM assets such as playbooks, case studies, and pitch materials. As an early team member, the Founding GTM will help establish metrics, build the pipeline, and lay the foundation for future sales and customer success functions.

Qualifications

• Experience in B2B SaaS or developer tools go-to-market, including ownership of positioning, messaging, and launch strategies.
• Proven track record of full-cycle enterprise or mid-market sales: prospecting, discovery, solution design, negotiation, and closing.
• Ability to work closely with technical products and audiences; comfort engaging with APIs, CLIs, and developer workflows.
• Strong communication and storytelling skills, including drafting GTM content such as decks, one-pagers, and case studies.
• Data-driven mindset with experience using CRM tools and analytics to manage pipeline, forecast, and refine GTM experiments.
• Comfort operating in an early-stage startup: ambiguity, rapid iteration, and building processes from the ground up.
• Collaborative approach with the ability to partner with product, engineering, and founders to shape strategy and roadmap.
• Prior founder or early-stage startup operator experience is a plus.
• Prior experience in AI, developer tools, or infrastructure markets is highly beneficial; background in growth, sales, or product marketing is a plus.
• Bachelor’s degree or equivalent practical experience; willingness to be onsite in San Francisco, CA.