GTM Lead: Enterprise & Federal Growth

Hardshell Inc.; Charlottesville (VA); Hybrid; USD 162,000 - 198,000; Full time

Job summary

Hardshell Inc. is seeking a high-impact leader to own and scale the commercial motion for a security/data/AI software platform. You will own pipeline, forecast, and bookings, build a scalable GTM team, and drive transitions from pilots to annual contracts.

You’ll shape pricing, packaging, and messaging for security, data, and AI leaders in regulated industries. The role requires a track record of hiring and developing sellers, plus experience selling to CISOs and CIOs.

Qualifications

• 8+ years in B2B enterprise sales with quota attainment in security, data, or infrastructure software.
• Experience as an early GTM leader at a startup to build a repeatable motion.
• Experience selling to CISOs, CIOs, and data/AI leaders in mid-market and enterprise, including regulated industries.
• Comfort with technical products and credible conversation about how AI systems handle data.
• Track record of hiring and developing sellers.
• U.S. citizenship is required.

Responsibilities

• Own pipeline, forecast, and bookings, and close deals while you build the team.
• Build the repeatable path from first call to paid pilot to production contract, including playbook and qualification criteria.
• Set pricing and packaging with the founders as pilots move to annual contracts.
• Sharpen positioning for priority buyers: security, data, and AI leaders in financial services, healthcare, and AI-native companies.
• Hire and lead the GTM team, starting with account executives, and implement CRM, reporting, and marketing motion.
• Collaborate with founders on federal opportunities and prime contractor partnerships where they support the commercial plan.

Skills

Enterprise software sales

GTM leadership

Sales to CISOs/CIOs

Technical product fluency

Hiring and developing sellers

U.S. citizenship

Job description

Hardshell Inc. is seeking a high-impact leader to own and scale the commercial motion for a security/data/AI software platform. You will own pipeline, forecast, and bookings, build a scalable GTM team, and drive transitions from pilots to annual contracts.

You’ll shape pricing, packaging, and messaging for security, data, and AI leaders in regulated industries. The role requires a track record of hiring and developing sellers, plus experience selling to CISOs and CIOs.