Founding GTM Lead

Unusual; California (MO); Hybrid; USD 80,000 - 130,000; Full time

Benefits offered by this job

Founding equity

Uncapped commissions

Flexibility in work environment

Job summary

Unusual in California seeks a Founding GTM Lead to create and scale outbound sales processes. You'll convert existing demand, establish repeatable systems, and explore new sales strategies using AI tools like Claude Code.

The ideal candidate has a strong track record in sales and the ability to design efficient systems. Compensation includes a base of $80–130k and uncapped commissions, with meaningful equity for founding team members.

Qualifications

• Proven experience in outbound sales with a strong track record.
• Ability to build sales systems and structures.
• Comfortable with both manual tasks and system design.

Responsibilities

• Create and expand outbound pipeline effectively.
• Establish a repeatable outbound sales engine.
• Explore new channels and implement measurable strategies.

Skills

Pipeline creation

Systematizing workflows

Experience with AI tools

Selling technology to non-technical buyers

Tools

Claude Code

Job description

Founding GTM Lead

What we do

We help brands position themselves to appeal to their growing AI audience.

More and more buying starts with AI. Buyers ask AI assistants what to buy, and increasingly those assistants research, compare, and even purchase on a person's behalf. That makes the way AI describes a company to a buyer almost as important as the company's own website. Most brands have no idea what AI says about them, and no way to change it. We give them both: we measure what AI models actually believe about a brand, and we help reshape those beliefs through the proof points the company puts into the world.

Why this role exists now

We've grown fast with essentially one person running marketing and sales part‑time. That's already proven that companies—from Fortune 100 to “Big Five” marketing agencies”—want this and that they will pay real money for it. The outbound we run today gets reply rates in the double digits (a recent campaign ran around 13%) because every company is thinking and worrying about this and many have carte blanche buying mandates.

Now we need someone to take the demand we've created and the motion that already works, land and expand it, systematize it so it scales, and then experiment in new directions to find the next channels and segments.

What you’ll own

Outbound pipeline creation, from where we are today to scale. Three jobs:

• Land and expand. Convert the demand we're already generating, and grow the accounts you win.
• Systematize. Turn the outbound that works today into a repeatable engine.
• Experiment. Open new channels, messaging, and segments, and instrument it so it’s measurable.

The work is as much building as selling. You'll design the systems, workflows, and automations that make pipeline compound, with Claude Code (or another agent) as your force multiplier so one person can produce what used to take a team.

Who you are

• You've carried a number and beaten it, and you also want to build the machine behind it.
• You think in systems and workflows. You're fine doing the manual, repetitive work when it's needed, and you're always looking for the system that makes it unnecessary next time.
• You're AI‑native or moving there fast. You already use Claude Code, or you're excited to.
• You create structure where none exists, and you don't need to be managed closely to perform.

Bonus points for automated outbound flows you've built with AI tools, experience selling complex technology to non‑technical buyers, an engineering background, or a competitive sport.

Compensation

Base of $80–100k (early career, former SDR / junior AE / growth IC) or $100–130k (mid‑career, you've built an impressive outbound system before), plus uncapped commission and meaningful founding equity.

Who we are

We're backed by Y Combinator and the first investors in SpaceX, Uber, Stripe, Clay, and Notion.

Our values:

• Character comes first. We only work with people we deeply trust and respect. It makes the work more fun, more freeing, and more effective.
• Stay in touch with customer pain. Everyone at Unusual works in the customer service department.
• Whatever it takes. When we know what we must do, we don't take shortcuts or shy away from huge, ugly challenges. We work hard, and now and then we sprint.

Will Jack (cofounder and CEO) has worked in AI research since 2014 and is the technical force behind our approach. He previously founded Khosla- and Greylock‑backed Remedy Health, and worked at SpaceX after studying at MIT.

Keller Maloney (cofounder) was head of growth at 8VC‑backed Gatsby and has built AI applications since 2019.

Sarah Xu (Head of GTM) is a repeat GTM builder with deep empathy for heads of growth and agencies. She drove 10X growth at Circle Medical (YC W17), built Ambience Healthcare's GTM from pre‑revenue (which went on to raise $350M from Oak HC/FT, Kleiner Perkins, OpenAI, and a16z), and designed growth engines at Google.