Founding GTM Leader

Glover Labs; Seattle (WA); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Founding-team equity

Opportunity to shape the company direction

Working with a talented engineering team

Job summary

A technology startup is seeking a Founding Go-To-Market Leader to drive enterprise software sales targeting Fortune 1000 organizations. This role involves owning the sales cycle, forging strategic partnerships, and guiding product direction. Candidates must have over 7 years in enterprise software, experience in regulated industries, and the ability to develop relationships at high levels within organizations. You will help shape the company’s future while leveraging AI tools in your workflow.

Qualifications

• Over 7 years of experience in selling enterprise software platforms.
• Experience in highly-regulated industries like finance or government.
• Ability to navigate complex multi-stakeholder sales processes.

Responsibilities

• Own the full sales cycle from prospecting to closure.
• Structure strategic partnership agreements for deep access.
• Serve as the external voice of Glover in various settings.

Skills

Enterprise software sales

Relationship building

Sales strategy

Negotiation

Use of AI tooling

Job description

About Glover

Glover Labs is building the agentic platform for legacy software modernization. The world's largest enterprises run on decades-old mainframe systems — COBOL, RPG, PL/I — processing trillions of dollars daily. These codebases are too complex, too sprawling, too deeply regulated, and too poorly documented for existing agentic coding tools to touch in any meaningful way. The gap isn't intelligence — it's context. Glover closes that gap.

Our platform builds a holistic understanding of large legacy estates, delivers an objective assessment of the right path forward, and provides a spec-driven workflow that lets product owners and engineering teams modernize quickly, confidently, and with low risk. What used to require an 8-month, $800K systems integrator engagement to even assess — Glover delivers understanding in days and transformation outcomes in weeks.

We're a small team by design — founded by three ex-Google engineers, backed by top-tier venture investors, and entering our go-to-market phase targeting Fortune 1000 enterprises across financial services, insurance, and government.

We operate as AI natives. Every person at Glover uses AI tooling relentlessly to move fast, gain leverage, and create machines that create machines. We expect everyone who joins to share that orientation and push it further.

The Role

This is Glover's first dedicated GTM hire. You won't inherit a playbook — you'll write it.

We are focused on landing a small number of highly engaged global design partners, not running a high-volume pipeline. That means this role is about depth, not breadth: crafting bespoke partnership structures, embedding with senior stakeholders at the world's largest organizations, and proving Glover's value in real production environments. The GTM organization will grow over time, but right now, you are the person leading all aspects of go-to-market for Glover Labs.

Above all, we're looking for someone who is extremely thoughtful about how to gain access to the world's largest companies at the right levels — someone who studies the org chart, maps the power structure, finds the angle, and builds relationships with patience and precision. This isn't transactional selling. It's strategic, high-conviction business development that requires creativity, perseverance, and the drive to keep pushing when the first ten doors don't open.

What You'll Do

• Own the full sales cycle from outbound prospecting through close, targeting CIOs, CTOs, and VPs of Engineering at Fortune 1000 financial services, insurance, and government organizations.
• Structure and negotiate strategic design partnership agreements that position Glover for deep access and long‑term platform adoption.
• Build Glover's channel and alliance strategy with global systems integrators and hyperscaler partners, positioning us as the upstream context layer for modernization engagements.
• Serve as the primary external voice of Glover — in executive meetings, at conferences, and in analyst briefings.
• Translate field signal into product direction, pricing strategy, and competitive positioning alongside the founding team.
• Roll up your sleeves across everything: outbound sequences, deck customization, contract redlines, event logistics. There is no "that's not my job."
• Use AI tooling aggressively to accelerate your own workflows — prospecting, research, outreach, deal analysis, content creation.

Who You Are

• 7+ years selling enterprise software platforms (cloud, AI/ML, developer tools, data platforms) into large, regulated industries — financial services, insurance, or government strongly preferred.
• Experience selling into Fortune 500 or Global 2000 accounts with comfort navigating multi‑stakeholder, long‑cycle deals.
• Direct experience at or alongside hyperscalers or large systems integrators, with a working understanding of channel and alliance motions.
• You've worked at an early‑stage startup or led a new market launch inside a larger organization — you know what it means to operate without established processes.
• You can hold a credible technical conversation with a CTO about mainframe architecture, modernization approaches, and where AI fits.
• Exceptional communicator with a consultative, relationship‑first approach.
• Bias toward action, extreme ownership, zero ego.
• AI native — you already use LLMs, agents, and automation in your daily work.

Why This Role

• Founding GTM leader at a well‑funded Seed‑stage startup with three ex‑Google founders and a deeply talented engineering team.
• One of the largest, most durable markets in enterprise software — legacy modernization is a $300B+ problem every Fortune 1000 company must solve.
• Founding‑team equity with strong early investor conviction.
• The chance to shape not just how Glover goes to market, but what the company becomes.