Head of GTM

Our founders have run sales since day one, from design partners to our first paid pilots. This role takes that over. You'll own the number, build the motion that turns pilots into annual contracts, and hire the team that scales it. Our commercial focus is regulated mid-market and enterprise buyers, and we pursue federal opportunities alongside it where they fit.

• Own pipeline, forecast, and bookings, and close deals yourself while you build the team.
• Build the repeatable path from first call to paid pilot to production contract, including the playbook, qualification criteria, and conversion process.
• Set pricing and packaging with the founders as we move from pilots to annual contracts.
• Sharpen positioning and messaging for our priority buyers: security, data, and AI leaders in financial services, healthcare, and AI-native companies.
• Hire and lead the GTM team, starting with account executives, and put the CRM, reporting, and marketing motion in place behind them.
• Work with the founders on federal opportunities and prime contractor partnerships where they support the commercial plan.

• 8+ years in B2B enterprise sales, with a record of carrying and beating a quota selling security, data, or infrastructure software.
• Experience as an early GTM leader at a startup, taking a product from founder-led sales to a repeatable motion.
• Experience selling to CISOs, CIOs, and data and AI leaders at mid-market and enterprise companies, including in regulated industries.
• Comfort with technical products and the ability to hold a credible conversation about how AI systems handle data.
• A track record of hiring and developing sellers.
• U.S. citizenship.

• Federal or national security sales experience, or working relationships with defense primes.
• A network among security leaders in financial services or healthcare.
• Experience pricing a product in a new category.

• Location: Hybrid in Charlottesville, VA, or remote on Eastern Time.
• Compensation: Base salary up to $180K, OTE up to $305K, plus equity and health coverage.
• Reports to: CEO.
• Eligibility: U.S. citizenship is required for this role because of our federal work.