Founding GTM Lead

Unusual; San Francisco (CA); On-site; USD 100,000 - 200,000; Full time

Job summary

Unusual is seeking a Founding GTM Lead to expand outbound growth efforts in San Francisco. You will work closely with founders to own the outbound pipeline creation, running experiments, and translating early traction into a repeatable outbound engine.

The ideal candidate is a creative problem-solver with a high energy level, experienced in generating qualified demand, and motivated by building something new while achieving quota.

Qualifications

• High agency and energy with strong problem-solving skills.
• Prior outbound or pipeline experience (SDR, AE, recruiter, fundraiser).
• Motivated by building something new and achieving quota.

Responsibilities

• Own outbound pipeline creation and scale growth efforts.
• Run experiments with new channels and messaging.
• Translate early traction into a repeatable outbound engine.

Skills

Problem solving

System thinking

Resourcefulness

Creativity

Pipeline experience

Tools

Claude Code

Job description

People are increasingly trusting AI to help them buy things. First AI agents were information aggregators, trusted to search and summarize. Now they're trusted to advise on key decision‑making, and increasingly becoming autonomous buyers: agents that shop, evaluate, and transact on behalf of humans.

Soon, it will be more important for brands to convince and persuade their buyers’ AI assistants than to sell to their buyers themselves. AIs’ “opinions” of a brand will matter more than their humans’ opinions. Understanding AIs’ inherent beliefs and biases about a brand is hard. We apply the principles of AI interpretability research to study how models actually think about companies, and underneath the surface noise we find remarkably stable beliefs, formed from the proof points a company has put into the world (often inadvertently). Companies starting to take this seriously are realizing something uncomfortable: in an AI‑evaluated market, marketing claims without substance to back them up don’t work anymore. Conversely, companies that deliver on their value proposition have unbounded opportunity to reach and acquire new buyers. AI agents are judging every brand's value promise, and are teaching humans how to do the same.

About Unusual

Unusual is the AI interpretability platform for marketing and GTM teams. We help companies shape how AI models actually think about their brand and value proposition. We work with Big Five agencies and Fortune 100 brands, and demand is far outpacing our capacity to serve it.

About The Role

We're looking for a Founding GTM Lead to work closely with the founders to own outbound pipeline creation. The founding team has developed a strong engine already; we are looking to scale it considerably. This is an individual‑contributor role focused on building the systems, workflows, and experiments that power outbound.

Like a sales role, you will own outcomes, like pipeline creation. Unlike a sales role, your work will look closer to system building and engineering than sales. AI agents like Claude Code have given our GTM team unprecedented leverage.

You will be responsible for expanding our outbound growth efforts along two axes:

• Zero to one — Run experiments with new channels, messaging, and performance instrumentation.
• One to one‑thousand — Translate early traction into a repeatable outbound engine that supports increasing deal size and volume.

Who You Are

You're a high‑agency, high‑energy, problem solver who is excited to push the limits of (and operating in the ambiguity of) AI‑native GTM. You are creative and attack problems and opportunities head on. You are fine doing the manual, repetitive work when necessary; however, you are always looking for ways to design systems that give you leverage. You move quickly, learn from signal, and don't need structure or oversight to perform.

• You are an individual contributor by choice and want to stay close to execution.
• You think in systems and workflows, not just tactics.
• You understand how to generate qualified demand, and ideally have prior outbound or pipeline experience (SDR or AE, recruiter, fundraiser).
• You are comfortable operating in ambiguity and creating structure where none exists.
• You are highly resourceful, experimental, and biased toward action.
• You're already using tools like Claude Code to do your work better, and you want a role where that orientation is the work itself.
• You enjoy turning manual work into scalable infrastructure.
• You are motivated by building something new as well as hitting quota.

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. We think this makes work more fun, freeing, and 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. That means we work pretty hard, and occasionally have to do some big sprints.

Our cofounder and CEO Will Jack has been working in AI research since 2014 and is the technical force behind the company's interpretability approach. He previously founded Khosla-and-Greylock-backed Remedy Health, and worked at SpaceX after studying at MIT.

Our cofounder Keller Maloney is a former head of growth at 8VC-backed Gatsby. He has been working in AI applications since 2019.

Our Head of GTM, Sarah Xu, 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 (led to $350M raised by Oak HC/FT, Kleiner Perkins, OpenAI, a16z), and designed growth engines at Google for companies and agencies that scaled revenue 5–10X.