Experience in B2B SaaS or developer tools go-to-market, including ownership of positioning and messaging.
Proven track record of full-cycle enterprise or mid-market sales: prospecting, discovery, solution design, negotiation, and closing.
Ability to engage with technical products and audiences, including APIs and developer workflows.
Strong communication skills for drafting GTM content like decks and case studies.
Data-driven mindset with experience using CRM tools and analytics for pipeline management.
Comfort operating in an early-stage startup environment with ambiguity and rapid iteration.
Collaborative approach to partner with product, engineering, and founders.
Responsibilities
Define and execute the go-to-market strategy for enterprise and startup customers.
Engage directly with prospects and customers through discovery and demos.
Shape pilot programs and close strategic deals.
Collaborate with product and engineering to refine the roadmap based on customer feedback.
Build repeatable sales processes and create core GTM assets like playbooks and case studies.
Establish metrics and build the sales pipeline as an early team member.
Lay the foundation for future sales and customer success functions.
Benefits
Opportunity to shape the go-to-market strategy from the ground up.
Work in a dynamic, early-stage startup environment.
Collaborate closely with product and engineering teams.
Engage directly with customers and prospects, influencing product direction.
Potential for significant impact on company growth and success.
Full Job Description
Role Description
The Founding GTM role is a full-time, on-site position based in San Francisco, CA. This role is responsible for defining and executing Lightsage's go-to-market strategy, including positioning, messaging, and motion design for enterprise and startup customers. Day-to-day work includes engaging directly with prospects and customers, running discovery and demos, shaping pilot programs, and closing strategic deals. The role also involves collaborating closely with product and engineering to refine the roadmap based on customer feedback, building repeatable sales processes, and creating core GTM assets such as playbooks, case studies, and pitch materials. As an early team member, the Founding GTM will help establish metrics, build the pipeline, and lay the foundation for future sales and customer success functions.
Qualifications
Experience in B2B SaaS or developer tools go-to-market, including ownership of positioning, messaging, and launch strategies.
Proven track record of full-cycle enterprise or mid-market sales: prospecting, discovery, solution design, negotiation, and closing.
Ability to work closely with technical products and audiences; comfort engaging with APIs, CLIs, and developer workflows.
Strong communication and storytelling skills, including drafting GTM content such as decks, one-pagers, and case studies.
Data-driven mindset with experience using CRM tools and analytics to manage pipeline, forecast, and refine GTM experiments.
Comfort operating in an early-stage startup: ambiguity, rapid iteration, and building processes from the ground up.
Collaborative approach with the ability to partner with product, engineering, and founders to shape strategy and roadmap.
Prior founder or early-stage startup operator experience is a plus.
Prior experience in AI, developer tools, or infrastructure markets is highly beneficial; background in growth, sales, or product marketing is a plus.
Bachelor's degree or equivalent practical experience; willingness to be onsite in San Francisco, CA.
