GTM Architect

Empath Lab; San Francisco (CA); On-site; USD 200,000 - 250,000; Full time

Job summary

Empath Lab in San Francisco seeks an experienced GTM Architect to build and own the revenue enablement function from the ground up, partnering with the Founder CEO, CRO, and sales team. You'll design onboarding, training programs, playbooks, and collateral, develop GTM narratives, ICPs, and messaging, and translate field insights into scalable enablement systems using AI.

This high-impact role offers ownership, direct exposure to leadership, and a path to shape how an early-stage AI company goes

Qualifications

• 5+ years in Sales Enablement, Revenue Enablement, or related function.
• Experience at early-stage B2B SaaS or AI company preferred.
• Proven track record building enablement programs from scratch.
• Strong understanding of enterprise sales motions.
• Experience designing and running seller training and onboarding.
• Ability to create sales collateral, GTM messaging, and narratives.
• Experience developing ICPs, value propositions, and sales plays.
• Entrepreneurial mindset with ownership and autonomy.
• Genuine curiosity about AI and use of AI in workflows.
• Excellent written and verbal communication.

Responsibilities

• Build and own the company's sales and revenue enablement function from the ground up.
• Design onboarding, training programs, and certification frameworks.
• Develop sales playbooks, decks, one-pagers, battle cards, objection guides, and other field-facing collateral.
• Develop GTM narratives for new industries, segments, use cases, and customer profiles.
• Help define ICPs, value propositions, competitive positioning, messaging, and sales plays.
• Work directly with the Founder CEO, CRO, and sellers to identify what's working and turn successful sales motions into repeatable processes.
• Gather feedback from sellers and customers and translate those insights into improved GTM strategy and enablement.
• Identify new market segments and commercial opportunities where the company can expand.
• Build enablement systems and content workflows using AI to improve seller productivity.
• Establish leading indicators that connect enablement activity to pipeline and revenue.
• Help build the infrastructure and operating rhythm required to scale a high-performing GTM organization.

Skills

Sales Enablement

GTM Strategy

Enterprise Sales

Onboarding & Training

Sales Collateral

ICP & Positioning

Commercial Acumen

AI Familiarity

Communication

Ownership Autonomy

Job description

Industry: Artificial Intelligence | Enterprise Software | Supply Chain & Operations

Compensation: $200K–$250K base + performance bonus + equity

About the Opportunity

We've partnered with a fast-growing, Series B-funded AI company that is building a fundamentally different vision for enterprise software.

Rather than simply building AI tools, the company is building AI workers that can perform complex enterprise workflows — handling analysis, negotiation, prioritization, coordination, and execution that traditionally required teams of specialized professionals.

The company already works with major global enterprises across technology, healthcare, manufacturing, and consumer industries.

As the company continues to scale its go-to-market organization, we're looking for an experienced GTM Architect to build and own the revenue enablement function from the ground up.

This is an opportunity to move beyond traditional sales enablement and play a critical role in shaping how a high-growth AI company goes to market.

As the first GTM Architect hire, you'll work directly with the Founder CEO, CRO, and sales team to understand what's working in the field, identify opportunities for improvement, and turn those insights into the playbooks, training, collateral, systems, and GTM infrastructure required to scale.

You'll sit at the intersection of sales, marketing, product, leadership, and the market.

We're looking for someone who understands enterprise sales, knows how to enable high-performing sellers, and is excited about using AI to fundamentally change how revenue organizations operate.

This is a high-impact role offering significant ownership, direct founder exposure, and the opportunity to build a critical GTM function from zero to one.

What You'll Be Doing

• Build and own the company's sales and revenue enablement function from the ground up.
• Design seller onboarding, training programs, and certification frameworks.
• Develop sales playbooks, decks, one-pagers, battle cards, objection guides, and other field-facing collateral.
• Develop GTM narratives for new industries, segments, use cases, and customer profiles.
• Help define ICPs, value propositions, competitive positioning, messaging, and sales plays.
• Work directly with the Founder CEO, CRO, and sellers to identify what's working and turn successful sales motions into repeatable processes.
• Gather feedback from sellers and customers and translate those insights into improved GTM strategy and enablement.
• Identify new market segments and commercial opportunities where the company can expand.
• Build enablement systems and content workflows using AI to improve seller productivity.
• Establish leading indicators that connect enablement activity to pipeline and revenue.
• Help build the infrastructure and operating rhythm required to scale a high-performing GTM organization.

What We're Looking For

• 5+ years of experience in Sales Enablement, Revenue Enablement, Field Enablement, GTM Strategy, or a closely related commercial function.
• Experience working at an early-stage B2B SaaS or AI company is strongly preferred.
• Proven experience building enablement programs, systems, or functions from the ground up.
• Strong understanding of enterprise sales motions and what makes sellers successful.
• Experience designing and running seller training and onboarding programs.
• Strong ability to create sales collateral, GTM messaging, and commercial narratives.
• Experience developing ICPs, value propositions, competitive positioning, and sales plays.
• Strong commercial instincts and the ability to think beyond traditional sales enablement.
• Genuine curiosity about AI and experience using AI extensively in your own workflow.
• Excellent written and verbal communication skills.
• An entrepreneurial mindset and enthusiasm for working in a fast-growing, founder-led business.
• High degree of ownership, autonomy, and comfort operating in ambiguous environments.

We're particularly interested in people who have built things from scratch, have strong commercial instincts, and can operate across strategy and execution.

Interested?

If you've built GTM or revenue enablement functions from the ground up, understand what makes enterprise sellers successful, and are excited about how AI can transform the way revenue teams operate, we'd love to hear from you.