Founding GTM Lead

InfiniMind; San Francisco (CA); Hybride; USD 180 000 - 320 000; Plein temps

Résumé du poste

InfiniMind is expanding its US footprint and seeks a player-coach US Enterprise Sales leader who will own the customer relationship end-to-end. You will source, discover, scope pilots, price, negotiate, and close with CEOs, developers, and operators.

The CEO will join early meetings for 60–90 days, then you own the pipeline. Based in the Bay Area with in-person presence in Palo Alto, you will work closely with the CTO and a US founding software engineer to align technical delivery with business

Qualifications

• 6+ years of B2B enterprise sales in the US with a personal quota, and at least 2 years as a closer (AE or equivalent).
• Personally closed technical deals of $100K+ ACV in AI/ML, data infra, computer vision, or media tech.
• Built pipeline from zero for a new product/market/territory without inbound funnel or SDR team.
• Took a pilot/POC to a production contract and can detail economic and technical buyers.
• Able to run a technical conversation with a data/ML engineer without a sales engineer present.

Responsabilités

• Own the US sales motion: prospecting, discovery, scoping pilots, pricing, negotiating, and closing deals.
• Collaborate with the CEO to define US ICPs, positioning, and pricing guidance.
• Lead the pilot-to-production playbook and CRM processes with the team.
• Work daily with the US founding software engineer on technical evaluations and delivery.
• Help hire and coach the next sales hire after initial ramp.

Connaissances

US enterprise sales

Close $100K+ ACV

Pipeline from zero

Pilot-to-production deals

Technical conversation with engineers

US work authorization

Description du poste

DeepFrame is InfiniMind's video intelligence platform. Enterprises point it at video they already have - broadcast programming, in-store footage, inspection and operations video - and get evidence-backed answers: search across thousands of hours, questions answered with timestamped clips, and rulebook reviews that turn a company's own standards into findings with severity and proof.

The core idea: enterprises do not act on AI they cannot verify. Every DeepFrame output links back to the exact moment in the video. One engine runs every use case; domain knowledge lives in rulebooks and instructions, not custom code. We are not an AI wrapper: InfiniMind builds the full stack, from its own video-understanding foundation models to the search engine and agents on top. It runs as SaaS or single-tenant in the customer's own AWS account, with on-prem options for footage that cannot leave the building.

DeepFrame has paying enterprise customers in Japan in broadcasting (pre-air compliance review) and retail operations (in-store behavior analysis). We are now building the US business, and you are the first US commercial hire to do it.

The Role:

A player-coach seat: in year one you are the US sales team.

• ~60% selling - you source, run discovery, scope the pilot, price, negotiate, and close. The CEO opens doors and joins key meetings for the first 60-90 days, then the pipeline is yours.
• ~30% strategy and motion - working directly with the CEO to find the US customer clusters DeepFrame should win first as the product evolves, then positioning, pricing guidance, the pilot-to production playbook, and CRM as system of record.
• ~10% product signal - what you hear in deals goes straight to the Tokyo product and engineering team, weekly.

You will work every day with a US founding software engineer (hired in parallel) who handles technical evaluations and pilot delivery with you. Once the motion repeats, you help hire and coach the next sales hire.

How the US team works:

You and the US founding software engineer are DeepFrame's US team. You own the customer and the deal; they own the technical evaluation and delivery. You lead prospecting and qualification; they join from technical discovery through production.

• Daily with the CEO on the business side - pipeline, pricing, deal strategy, and which accounts and verticals to prioritize
• Daily with the CTO on the technical side - what DeepFrame can do today, what US customers need next, and what we commit to in a pilot
• A short daily sync across Palo Alto and Tokyo (late afternoon Pacific / morning Japan), plus a weekly US pipeline and pilot review
• You report to the CEO. When commercial and technical priorities conflict, the CEO decides what we commit to a customer, with the CTO owning technical feasibility

Who you will sell to:

Where we expect to start in the US, and where you will help us decide where to focus:

• Media and broadcast - standards and practices, compliance, archive and library teams at networks, studios, and station groups
• Retail and consumer goods - store operations, category and shopper-insight teams
• Enterprises with large video estates - operations, safety, and training video
• AWS Marketplace and co-sell as a distribution channel across all of the above

Typical deal: a paid pilot on the customer's own video, converting to an annual platform contract. Buyers are a business owner (compliance, operations) plus a technical evaluator (data, ML, or IT security).

Your first 90 days:

• Day 30 - Run a DeepFrame demo and discovery call unaided. Target account list of ~50 US accounts with named buyers. First meetings booked from your own outreach.
• Day 60 - Qualified pipeline built mostly from your own sourcing. At least two US paid pilots scoped and priced. AWS Marketplace listing path underway with our AWS partner team.
• Day 90 - First US pilot signed. Playbook v1 written down: ICP, qualification, pilot-to-production steps, pricing guidance. A clear view on which vertical to double down on.

Must-haves:

• 6+ years of B2B enterprise sales in the US, carrying a personal quota, with at least 2 years as a closer (AE or equivalent), not only management
• Personally closed technical deals of $100K+ ACV in recent roles - AI/ML, data infrastructure, computer vision, or media technology
• Built pipeline from zero - a new product, new market, or new territory, without an inbound funnel or SDR team
• Has taken a pilot / POC to a production contract and can walk through who the economic and technical buyers were and what nearly killed the deal
• Can run a technical conversation with a data or ML engineer without a sales engineer in the room
• Authorized to work in the United States by your start date; we do not sponsor visas for this role
• Based in the Bay Area, in person in Palo Alto at least 3 days a week, and able to travel to customers
• Sold into media and entertainment (networks, studios, broadcasters, MAM/archive vendors)
• First or second sales hire at a seed-to-Series B startup
• AWS Marketplace, co-sell, or cloud-partner channel experience
• Worked with teams and customers outside the US, especially Japan; working proficiency in Japanese is a plus, not required

Not a fit if:

• You need a team, a marketing engine, or an SDR team in place in year one
• Your recent wins came from a strong inbound funnel or an established brand
• You prefer to design process before you have closed a deal