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Founding GTM (Equity Only) (Santa Rosa)
Founding GTM (Equity Only) (Santa Rosa)Brwse • Santa Rosa, CA, United States
Founding GTM (Equity Only) (Santa Rosa)

Founding GTM (Equity Only) (Santa Rosa)

Brwse • Santa Rosa, CA, United States
[job_card.variable_hours_ago]
[job_preview.job_type]
  • [job_card.full_time]
[job_card.job_description]

This is a hands-on, execution-heavy role where youll build pipeline from scratch, run discovery, drive pilots, and convert them into paid contractswhile tightening messaging and ICP as we learn.

Responsibilities

  • Build and run outbound : target lists, sequencing, follow-ups, calendar setting
  • Lead discovery calls and qualify deals (pain, urgency, budget, process, stakeholders)
  • Run demos and coordinate technical deep-dives with the founder when needed
  • Design pilots : define success metrics, timeline, stakeholders, and conversion plan upfront
  • Drive deals to close : procurement / security questionnaires, contracting workflow, next steps
  • Maintain lightweight CRM hygiene and weekly pipeline reporting
  • Create core assets : one-pager, deck, email templates, objection-handling doc
  • Feed product direction with structured customer insights and prioritized requests

What success looks like (first 90 days)

  • A validated ICP + top 23 use cases with clear messaging
  • Consistent pipeline generation (weekly qualified meetings)
  • 25 pilots running with defined success metrics + conversion dates
  • First paid customers or contracts in final stages with clear path to close

    • Must-haves

  • Willing to work equity-only as an employee (options), with standard vesting
  • Comfortable doing daily outbound (you dont wait for inbound)
  • Strong discovery skills and tight follow-up habits
  • Can operate independently with weekly goals and measurable outcomes
  • High integrity : you dont oversell; you surface issues early

    • Nice-to-haves

  • Sold to mid-market / enterprise; understands procurement / security basics
  • Prior first sales hire experience at an early startup
  • Enough technical fluency to demo and collaborate smoothly with engineering
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    Founding Gtm • Santa Rosa, CA, United States

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