Founding GTM Lead, Climate Risk and Resilience

Class 3 Technologies; San Francisco (CA); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible PTO

Meaningful equity

Job summary

Class 3 Technologies is seeking its first GTM hire to own how we create demand. You will craft campaigns, identify ideal audiences, and turn interest into conversations with prospective customers across real estate, infrastructure, and risk domains.

You will own content strategy, founder thought leadership, and targeted outbound, while collaborating closely with the CEO and customer success. Expect a high-autonomy, learning-focused role shaping our market approach.

Qualifications

• 5–10 years in B2B GTM, growth, marketing, or demand generation.
• A track record of using marketing to generate qualified leads, not just awareness, engagement, or traffic.
• A body of creative work that gained attention from a serious professional audience.

Responsibilities

• Own originated demand by identifying audiences and turning attention into qualified leads.
• Build content strategy and multi-week arcs across channels and founder thought leadership.
• Refine ICP and targeting based on market response and engagement data.
• Own targeted outbound as a demand-generation channel with emphasis on quality.
• Run initial conversations with prospects, solo or with the CEO or customer success.
• Develop product marketing for technical buyers with case studies and collateral.
• Help maximize impact of events and align them with founders.
• Lead evolution of marketing website messaging, content, and conversion.
• Experiment with new channels and use AI/automation to improve work where beneficial.

Skills

GTM experience

Lead generation

Content marketing

B2B marketing

Strategic thinking

Job description

We’re looking for our first GTM hire to own how Class 3 creates demand.

We’ve built strong early traction across real estate, critical digital infrastructure, financial services, and risk consulting. Now we need to systematically reach more of the right people and give them a reason to engage with us.

That’s your job.
You’ll use marketing to generate qualified leads for Class 3. You’ll decide which audiences and opportunities are worth pursuing, develop the ideas and campaigns that will get their attention, and turn that attention into conversations with prospective customers.

Content will be a big part of that. So will targeted outbound, events, founder thought leadership, product marketing, and probably things we aren’t doing yet. We care less about the channel than whether it reaches the right people and creates genuine interest in what we’ve built.

This is a creative role before it’s a systems role. We’re not looking for someone to industrialize cold email, optimize MQL funnels, or simply execute a marketing calendar. We’re looking for someone with strong instincts about what will make a skeptical, technical buyer pay attention, and the ability to turn that attention into qualified demand.

Our buyers are sophisticated. They’re risk officers, engineers, asset managers, insurers, sustainability leaders, and others responsible for major assets and infrastructure. Many have been sold vague climate scores before, and they’re appropriately skeptical. They can tell quickly whether you understand the problem or are simply marketing to them.

You’ll report to the CEO and work closely with the founders and our customer success team. Early on, expect a lot of collaboration as you learn the product, customers, and technical domain. Over time, we expect you to develop your own point of view about our market and take increasing ownership of how we create demand within it.

We have ideas about what works. We expect you to bring better ones.

About You

You have unusually strong creative marketing judgment and great instincts.

You know how to get the right prospects to stop and pay attention, without resorting to gimmicks. You understand that we’re not trying to generate attention for its own sake: the goal is to reach a specific universe of high-value buyers and give more of them a reason to talk to us.

You have taste. You can tell the difference between something that’s genuinely interesting and something that’s merely loud.

You’re a strong writer. You can turn a technical argument into a sharp cold email, LinkedIn post, landing page, or piece of product marketing without sanding off the substance.

You use AI as a working tool and have developed your own judgment about where it makes the work better. Maybe you use LLMs for research, drafting, or competitive analysis; Clay or Apollo for enrichment; or automation to eliminate repetitive work. We’re less interested in your tool stack than in knowing when to reach for it, and when not to.

And you’re intellectually curious. You don’t need to arrive knowing climate risk, engineering, or the built environment, but you need to want to learn it. You’ll be learning how buildings fail, what damage functions are, and why a particular loss estimate is defensible or isn’t. If that sounds genuinely interesting, you’ll probably like it here.

What You’ll Do

• Own originated demand. Develop your own view on where our demand should come from, identify the audiences we should be reaching, and build the ideas and campaigns that turn their attention into qualified leads. Challenge our assumptions when you think we’re wrong.
• Build the content strategy and multi-week arcs behind it across company channels and founder thought leadership.
• Refine our ICP and targeting as we learn which markets, organizations, and buyers respond most strongly to what we’ve built.
• Own targeted outbound as a demand-generation channel, with an emphasis on message and audience quality rather than volume.
• Run initial conversations with prospects, independently where appropriate or alongside the CEO or customer success.
• Develop product marketing for technical buyers, including case studies, one-pagers, competitive materials, and technical collateral.
• Help us get more out of the events we host and attend, and work them alongside the founders.
• Lead the evolution of our marketing website, including messaging, content, and conversion.
• Experiment with new ways to reach prospective customers rather than assuming the channels we’re using today are the right ones.
• Use AI and automation as leverage across all of the above when it improves the work, not simply because it makes it faster.

What We’re Looking For

• 5–10 years in B2B GTM, growth, marketing, or demand generation, ideally including an early-stage company where you built the function rather than inherited it.
• A track record of using marketing to generate qualified leads, not just awareness, engagement, or traffic.
• A body of creative work you can show us that got a serious professional audience to pay attention and produced a meaningful result.
• Experience personally building a channel from zero to measurable traction. We’re looking for someone who has done the work, not just managed the people doing it.
• Good judgment about lead quality versus lead volume in a complex enterprise market.
• Comfort being the only person doing something and figuring things out without a pre-existing playbook.
• Willingness to travel for conferences and client events.
• Preferred, but not required: experience in climate, engineering, catastrophe insurance, institutional real estate, or infrastructure. An existing network in these industries is a meaningful advantage, but not a substitute for the core skills we are looking for.

Your First 90 Days

• Talk to our customers, sit in on sales calls, and form your own view on where our demand should be coming from.
• Work with the CEO to establish a clear message architecture: the claims we make, the claims we don’t make, and how we talk about the company and product.
• Get content arcs running across channels and founder thought leadership.
• Conceive and run at least one campaign end to end that generates qualified conversations with prospective customers outside our existing network.
• We’ll measure you on your ability to create new, qualified demand for Class 3. We care about the quality of the opportunities you originate, not activity for activity’s sake.

What This Role Isn’t

It isn’t an SDR role. Nobody here is going to ask how many emails you sent this week.

It isn’t GTM engineering or RevOps. You’ll use automation as leverage, but you’re not here to build revenue infrastructure.

It isn’t a management role. There may eventually be people working under you, but for now, assume you are the team.

Design and video production are covered separately. You need good taste and the ability to make a competent chart, deck, or one-pager, but you don’t need to be a designer.

And, it isn’t a role where the strategy has already been written for you. That’s the part we most need your help with.

Why Join Us

We’re building something that matters. Your work will help us reach the people making consequential decisions about the buildings, infrastructure, and investments that will have to withstand a changing climate.

This is a chance to define how a company with real enterprise traction and genuine technical differentiation goes to market, while those decisions are still being made rather than inherited.

You’ll have meaningful ownership, direct access to customers and founders, and substantial influence over how we grow.

There’s deliberately no commission or variable compensation. We don’t want to incentivize meeting volume at the expense of meeting quality.
Class 3 Technologies is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees, regardless of race, gender, age, religion, identity, disability or veteran status.

• $150,000-$190,000 base salary plus meaningful equity
• Four-year equity vesting with a one-year cliff
• Health, dental, and vision insurance
• 401(k)
• Flexible PTO