Founding GTM Lead

## About Astraea Astraea is building the AI operating system for clinical development. We automate clinical trial biometrics, from raw study data through SDTM, ADaM, tables, figures, listings, and reviewable submission outputs. We work with pharma and biotech teams to reduce manual work while preserving traceability and scientific oversight. We are backed by Y Combinator and based in San Francisco. ## Why we started Astraea We started Astraea after people close to us in pharma kept describing the same problem: clinical trial analysis depended on manual programming, scattered documents, and repeated handoffs. Teams had the data, but turning it into reviewed datasets and submission outputs still took months. We wanted to give those teams a faster, traceable way to do the work. You will work directly with Joshua Wang (CEO), who studied CS and math at Stanford and built enterprise AI systems, and Sanmay Sarada (CTO), who studied at Stanford and worked on clinical data infrastructure at Baylor College of Medicine. Our backgrounds combine AI engineering with experience in clinical data workflows. This hire brings the commercial perspective into that founding team: what buyers need to trust, which problems they will pay to solve, and how Astraea earns adoption. You will shape those decisions with us and build a function you can grow into leading. ## The role We are hiring our first dedicated go-to-market lead to work directly with the founders and own how Astraea reaches, wins, and grows enterprise customers. Your scope spans outbound, conferences, enterprise sales, positioning, partnerships, and inbound demand. You will personally do the work, learn what converts, and build the playbook and systems that future GTM hires can use. ## What you will own - Turn conferences into customer relationships. Own preparation, outreach, meetings, and follow-up for events such as the Bay Area Biotech-Pharma Statistics Workshop (BBSW). Research attendees, speakers, and sponsors; map relevant accounts and decision-makers; find warm introductions; and run thoughtful, personalized outreach before the event. Build a full meeting calendar, prepare demos and materials, attend in person, and turn conversations into qualified opportunities. - Sell to enterprise pharma and biotech customers. Source opportunities, run discovery, coordinate technical demos and evaluations, build business cases, prepare proposals, and drive commercial discussions through close. Work across biometrics leaders, statistical programmers, IT, security, procurement, and executive sponsors, with founder and technical support. - Build outbound and partnerships. Create account lists, write compelling emails, pick up the phone, develop referral relationships, and test creative ways to reach buyers. Own the CRM, follow-up discipline, and visibility into pipeline. - Make Astraea's value clear. Translate technical capabilities into credible customer outcomes. Improve positioning, sales materials, website copy, and case studies using what you learn in customer conversations. - Develop inbound demand. Test useful technical content, webinars, search-driven content, and other distribution ideas. Connect marketing activity to qualified conversations and revenue, then invest in what works. - Use data and automation. Measure conversion across the funnel, investigate where deals stall, and build practical workflows that make research, outreach, and reporting more effective. ## What we are looking for - Evidence that you can generate opportunities and move complex enterprise deals forward. You are comfortable owning both prospecting and the sales process. - A working understanding of pharma and biotech, clinical development, and how these organizations evaluate and buy technology. - Real technical and data fluency. You can work with datasets, analyze a funnel, and use SQL, Python, R, or comparable tools to answer questions and automate work. You can understand clinical data workflows and discuss integrations, validation, and deployment with technical buyers. - Strong writing, clear communication, and the judgment to explain a technical product accurately to different stakeholders. - Creativity and resourcefulness: you find ways to reach buyers, test ideas quickly, and make progress without waiting for a detailed brief. - High ownership and persistence. You follow through, keep commitments, and take responsibility for outcomes in an ambiguous, fast-moving environment. ## Especially valuable - Experience turning industry conferences into pipeline, including warm outreach, pre-booked meetings, and disciplined follow-up; familiarity with BBSW or the biopharma statistics community. - Experience selling clinical software, biometrics solutions, or technical services into pharma and biotech. - Familiarity with SDTM, ADaM, CDISC, statistical programming, or clinical data management. - SEO, technical content, website optimization, and a track record of building inbound demand. - Experience as an early GTM hire, founder, or hands-on operator who built a process from scratch. ## How we work This is a demanding founding role with broad responsibility and a high pace of execution. We are looking for someone who wants to put significant energy into building the company, stays close to customers, and follows through when work is difficult. Conference travel, customer schedules, and critical deadlines may require work beyond standard business hours, including evenings or weekends. You will work closely with the founders and have substantial ownership over priorities and execution. ## Your first 90 days - Learn the product and buyer, join customer calls, and establish a clear target-account list and pipeline process. - Build and execute a conference outreach plan, with relevant introductions, scheduled meetings, prepared materials, and clear follow-up ownership. - Generate qualified opportunities and take ownership of active evaluations and commercial next steps alongside the founders. - Ship sales materials and initial inbound experiments, and document which messages and channels produce meaningful customer interest. ## Compensation $140,000-$170,000 annual base salary, plus $40,000-$70,000 in target annual variable compensation and 0.25%-1.0% equity, depending on experience and scope. On-target cash compensation is $180,000-$240,000; variable compensation depends on achieving agreed performance targets. Visa sponsorship is not available for this role.