Pioneer GTM Lead for AI Startups & Inference

OrcaRouter; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

OrcaRouter is seeking a Founding GTM Lead to own go-to-market strategy and execution for AI-native startups and inference-heavy customers. This on-site, full-time role is based in the San Francisco Bay Area.

You will identify target segments, refine positioning, and create repeatable playbooks for acquiring and expanding accounts, while collaborating with product and engineering to shape pricing and integrations for developers.

Qualifications

• Go-to-market and commercial skills in B2B SaaS or developer tools sales.
• AI and technical domain familiarity with LLMs and APIs.
• Customer and market skills with startups, founders and technical buyers.
• Clear communication and storytelling for AI builders and infrastructure teams.
• Operational and analytical skills with CRM tools and revenue metrics.
• Collaborative and leadership abilities with founders.

Responsibilities

• Prospect and qualify leads for AI startup and inference customers.
• Run discovery and technical value conversations.
• Partner with the founding team on demos and pricing.
• Guide customers from evaluation through adoption.
• Collaborate with product and engineering to relay market feedback.
• Co-design pricing, packaging, and integrations that fit developer needs.
• Create lightweight content, events, and community touchpoints.

Skills

GTM strategy

AI domain knowledge

Discovery

Storytelling

CRM & analytics

Leadership

Tools

Salesforce

Job description

OrcaRouter is seeking a Founding GTM Lead to own go-to-market strategy and execution for AI-native startups and inference-heavy customers. This on-site, full-time role is based in the San Francisco Bay Area.

You will identify target segments, refine positioning, and create repeatable playbooks for acquiring and expanding accounts, while collaborating with product and engineering to shape pricing and integrations for developers.