We're a Y Combinator-backed startup building the AI infrastructure layer for the IT services industry: the platform IT providers use to deliver governed AI to the small businesses they manage, and to build and run AI agents for them on the same rails.\
It's a genuine blue-ocean space, no incumbent has built this yet - while demand is already strong and validated: our first ad and outbound experiments are both booking calls with IT business owners at exceptional economics, and small businesses are paying thousands of dollars per month for AI delivered this way today.\
The founder previously built an AI coding platform to 2M+ users. You'd join as the founding go-to-market hire at the exact moment the category is forming.\
What you'll do\
You'll be the first GTM hire, working directly with the founder and owning the pipeline. The role has two tightly connected halves:\
1\. Pipeline generation - fill the calendar
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Run outbound lead generation: build target lists of IT service providers, write and send sequences (email, LinkedIn), book qualified calls - we have a working outbound motion already booking calls, and you'll take it over and scale it\
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Own our paid ads across Reddit, Meta/Facebook, and new channels: creatives, copy, targeting, budgets, and cost-per-call optimization (we already have working ad motions to build on)\
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Build nurture campaigns and lead magnets: guides, checklists, email sequences that warm up leads who aren't ready to buy yet\
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Represent us at industry conferences and events across the US, EU, and Australia: work the floor, book meetings, gather intelligence on what the market is asking for\
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Test go-to-market motions systematically: different messages, offers, channels, and audiences - measure cost per call and conversion, kill what doesn't work, scale what does
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2\. AI GTM enablement - the discovery half
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Investigate how our customers can sell and upsell AI to their own clients: join their sales conversations, interview them, and study what works\
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Build the enablement library our customers use to sell: pitch decks, one-pagers, ROI calculators, and campaign kits they can send directly to their clients\
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Develop agent use-case templates by industry (e.g., what an AI agent does for a dental office, a law firm, a construction company) that customers can present to their clients\
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Turn what you learn into repeatable sales playbooks: which pitches convert, which industries pull hardest, what objections come up and how to answer them\
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Feed everything back to the founder and product: you're the closest person to the market, and what you discover shapes what we build
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This is not a script-following SDR seat. It's a 0-to-1 GTM role: half of the job is generating pipeline, the other half is building the playbook for how an entirely new category gets sold - twice (by us to IT providers, and by IT providers to their clients).\
What we're looking for\
Who you are
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Strong empathy, and genuine willingness to learn an unsexy vertical: our buyers are IT service providers - small business owners with real problems, tight margins, and deep skepticism of vendors. You find people like this interesting rather than boring, you'd happily spend hours understanding how their business actually works, and they can tell you respect them\
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4+ years in outbound sales, BDR/SDR, growth, or demand generation for B2B\
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You've generated pipeline yourself. You've personally built lists, written sequences, run campaigns, and booked meetings - not just managed an agency or a tool\
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Hands-on experience running paid ads (Meta/Facebook, Reddit, LinkedIn, or Google): you've owned budgets, written creatives, and optimized for cost per lead\
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Excellent written English - your outreach, ads, and enablement materials go to US business owners, and the writing has to land\
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Experienced with US culture and communication norms - you've worked with US customers or teams, you know how American business owners talk, what tone lands in their inbox, and how to run a call that feels natural to them, not translated\
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Confident on calls with US customers: discovery conversations, note-taking, pattern-spotting\
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Willing and able to travel internationally to industry conferences and events in the US, EU, and Australia - working the floor, booking meetings, and representing us in person is a core part of the role, not an occasional perk\
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Discovery-driven: you dig into why something worked, interview customers, synthesize patterns, and turn what you learn into playbooks and enablement material others can use\
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Daily user of AI tools (ChatGPT, Claude, or similar) to research, write, and build campaigns faster - you'll be selling AI, so you need to live in it\
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Comfortable owning everything alone: you don't need a manager, a playbook, or a team to be effective - you design the experiment, run it, measure it, and report what happened\
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You genuinely love go-to-market experimentation and reasoning from first principles: there is no incumbent playbook for this category, and that excites you rather than scares you. You form hypotheses about why a buyer should care, design the cheapest test that could prove you wrong, run it, measure it, and write the playbook as you go
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Nice to have
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Startup experience - you've worked at an early-stage company (or founded/run your own project) and know what building under real constraints feels like\
Experience selling B2B SaaS, or familiarity with the IT services / managed services industry\
Experience with field marketing or conferences: booths, event outreach, follow-up motions\
Fluency with modern GTM tooling: CRM (HubSpot or similar), outbound tools (Apollo, Instantly, Clay, or similar), landing page builders\
Content creation skills: landing pages, lead magnets, short video, or design basics
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What we offer
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Meaningful equity - founding-team ownership, not a token grant\
Competitive salary (discussed openly at the first call, benchmarked for senior specialists) plus performance bonus tied to booked qualified calls and pipeline - typically adding 20-40% on top of base at target, reviewed as the motion scales\
Remote work, with core overlap hours with customers and the founder\
International travel - fully covered trips to industry conferences and customer visits in the US, EU, and Australia\
Direct work with the founder - no layers, you shape the go-to-market from day one\
A concrete, revenue-backed problem: working ad motions, validated demand, and a category forming in real time\
Hardware/co-working budget and paid time off
Visa sponsorship is offered for this role.
