Founding GTM (Equity Only) (Sonoma)Brwse • Sonoma, CA, US
Founding GTM (Equity Only) (Sonoma)
Brwse • Sonoma, CA, US
[job_card.1_day_ago]
[job_preview.job_type]
- [job_card.part_time]
[job_card.job_description]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 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 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
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)
Must-haves
Nice-to-haves
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Founding Gtm • Sonoma, CA, US
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