Founding GTM Lead — Build From Scratch

Schemata; Washington (District of Columbia); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Meaningful equity stake

Health coverage

401(k) plan

Paid parental leave

High visibility and impact

Job summary

Schemata is expanding its go-to-market function in Washington, DC, seeking a hands-on outbound lead who will own end-to-end pipeline from target selection to meeting setup.

You will craft messaging, run experiments, and build signals, with a focus on federal and commercial accounts, reporting weekly, and growing the function from scratch.

This is an individual contributor role with equity potential as the team scales.

Qualifications

• Three to six years in outbound-heavy roles such as SDR or BDR, growth, demand generation, GTM engineering, or product marketing, including at least one role where you personally built the lists and wrote the copy.
• A record of running experiments on audiences or messaging and changing course based on the results.
• Excellent, plain-spoken writing. We will evaluate your copy.
• Strong research instincts. You can learn an unfamiliar industry or military organization quickly and find the person who actually owns the problem.
• Fluency with modern outbound and AI tools: you can build your own enrichment and signal workflows (for example, in Clay) and simple automations, and you understand email deliverability.
• Comfort with spreadsheets and simple analysis. Honest about what the numbers say and quick to kill what is not working.
• Comfort with ambiguity and startup pace. You will set your own priorities more often than you receive them.
• U.S. person.

Responsibilities

• Build and maintain a focused, tiered target account list with our sales team, across federal units and program offices and commercial asset owners and OEMs.
• Map each priority account: which sub-organizations own the problem, who feels the pain, who controls budget, and what has changed recently.
• Write and run tailored outreach across LinkedIn, email, and phone. You write your own copy, and it reads like a person wrote it.
• Work every reply and inbound lead quickly: qualify, nurture, disqualify, and book meetings for our Deployment Strategists and VP of Business Development.
• Own follow-up discipline. Prospects who show interest and never book are our biggest leak, and closing it is yours.
• Build pipeline around conferences and industry events: book meetings before we arrive and follow up before the week is over.
• Run a lean, modern stack: AI research and drafting tools, contact enrichment (for example, Clay), sequencing, and simple automations where they save real time, starting from the setup we put in place before you arrive.
• Keep our CRM in Notion current: every active account and contact has an owner and a logged next step.
• Report weekly on accounts worked, conversations started, meetings booked and held, opportunities created, and pipeline sourced, and say what the numbers mean, including whether a test failed because of the audience or the message.

Skills

Outbound experience

Copywriting

Research skills

AI tools

Sales analytics

US person

Tools

Clay

Notion

Job description

Schemata is expanding its go-to-market function in Washington, DC, seeking a hands-on outbound lead who will own end-to-end pipeline from target selection to meeting setup.

You will craft messaging, run experiments, and build signals, with a focus on federal and commercial accounts, reporting weekly, and growing the function from scratch.

This is an individual contributor role with equity potential as the team scales.