Founding Technical GTM

Respan, Inc.; Alameda, Northern (CA, KY); Hybrid; USD 100,000 - 180,000; Full time

Job summary

Respan, Inc. is seeking a foundational enterprise sales lead to build the GTM motion from the ground up. You will own discovery, qualification, and customer conversations while translating technical value into business outcomes for enterprise clients.

You will work directly with founders and the product team to define processes, playbooks, and messaging that scale with customer feedback and market demand.

Qualifications

• Strong technical fluency and ability to understand a technical product in depth.
• Ability to engage credibly with technical buyers and enterprise stakeholders.
• Strong communication skills in both technical and business conversations.
• Good judgment, practicality, and comfort operating in ambiguity.
• High ownership and willingness to build from zero.
• Genuine interest in working closely with customers and helping shape company growth.

Responsibilities

• Build our enterprise GTM motion from the ground up.
• Run discovery, qualification, and customer-facing sales conversations.
• Develop a deep understanding of the product and translate technical capabilities into business value.
• Work closely with prospects and customers to understand their needs, constraints, and evaluation criteria.
• Help define and improve our sales process, qualification framework, and pipeline management.
• Shape how we talk about the product in enterprise settings.
• Partner closely with founders and the product team to turn customer feedback into actionable insights.
• Help create the systems, materials, and playbooks needed to scale the function over time.

Skills

Technical fluency

Engage with technical buyers

Communication skills

Judgment & practicality

Ownership

Customer-focused

Job description

What we’re building

Respan is building the self-driving observability and evals platform for AI teams, used by 60+ YC companies and hundreds of AI teams.

The role

This is a foundational role for our team. As we move further upmarket and work more closely with enterprise customers, we are looking for someone who can help us build this motion from the ground up.

This role is not just about managing pipeline or running sales conversations. We want someone who is technical enough to deeply understand the product, understand how customers evaluate this space, and turn those insights into a strong and repeatable sales process.

Because this is our first hire in this function, there will be a high degree of ownership. You will not be stepping into an existing system. You will help create it.

You will play a key role in shaping:

• how we approach enterprise sales
• how we qualify and manage pipeline
• how we position and communicate the product
• how we learn from customers and feed that back into the company

We care a lot about finding someone who is thoughtful, practical, and genuinely excited to work closely with customers. This is a strong fit for someone who enjoys both the technical side and the business side, and wants to have real influence on how a company grows.

What you’ll do

• Build our enterprise GTM motion from the ground up
• Run discovery, qualification, and customer-facing sales conversations
• Develop a deep understanding of the product and translate technical capabilities into business value
• Work closely with prospects and customers to understand their needs, constraints, and evaluation criteria
• Help define and improve our sales process, qualification framework, and pipeline management
• Shape how we talk about the product in enterprise settings
• Partner closely with founders and the product team to turn customer feedback into actionable insights
• Help create the systems, materials, and playbooks needed to scale the function over time

What we’re looking for

• Strong technical fluency and ability to understand a technical product in depth
• Ability to engage credibly with technical buyers and enterprise stakeholders
• Strong communication skills in both technical and business conversations
• Good judgment, practicality, and comfort operating in ambiguity
• High ownership and willingness to build from zero
• Genuine interest in working closely with customers and helping shape company growth

Why this role

• Foundational hire with real ownership
• Opportunity to define how enterprise GTM works at Respan
• Close collaboration with the founding team
• Direct influence on product, positioning, and company growth