Head of GTM

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

The role

Our founders have run sales since day one, from design partners to our first paid pilots. This role takes that over. You'll own the number, build the motion that turns pilots into annual contracts, and hire the team that scales it. Our commercial focus is regulated mid-market and enterprise buyers, and we pursue federal opportunities alongside it where they fit.

What you'll do

• Own pipeline, forecast, and bookings, and close deals yourself while you build the team.
• Build the repeatable path from first call to paid pilot to production contract, including the playbook, qualification criteria, and conversion process.
• Set pricing and packaging with the founders as we move from pilots to annual contracts.
• Sharpen positioning and messaging for our 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 put the CRM, reporting, and marketing motion in place behind them.
• Work with the founders on federal opportunities and prime contractor partnerships where they support the commercial plan.

What you bring

• 8+ years in B2B enterprise sales, with a record of carrying and beating a quota selling security, data, or infrastructure software.
• Experience as an early GTM leader at a startup, taking a product from founder-led sales to a repeatable motion.
• Experience selling to CISOs, CIOs, and data and AI leaders at mid-market and enterprise companies, including in regulated industries.
• Comfort with technical products and the ability to hold a credible conversation about how AI systems handle data.
• A track record of hiring and developing sellers.
• U.S. citizenship.

Nice to have

• Federal or national security sales experience, or working relationships with defense primes.
• A network among security leaders in financial services or healthcare.
• Experience pricing a product in a new category.

The details

• Location: Hybrid in Charlottesville, VA, or remote on Eastern Time.
• Compensation: Base salary up to $180K, OTE up to $305K, plus equity and health coverage.
• Reports to: CEO.
• Eligibility: U.S. citizenship is required for this role because of our federal work.