Head of GTM — Remote, Scale to ARR

Location
Remote in Europe or the US (ideally New York, London, or Zurich). Travels more than 50%. Reports to the CEO.

About Albatross
Albatross builds perception models: AI that understands human behavior and powers product discovery the way a great salesperson does, by observing the customer and adapting in real time. LLMs understand words. We understand behavior.

Our models power discovery for 50 million+ shoppers a month. The results are public. Wallapop: +119% homepage engagement, +35% overall engagement. Offer Up: +84% homepage engagement, +20% overall engagement.

One platform, four primitives: discovery feed, similar items, playlist, contextual search. A customer goes live in seven weeks. The pipeline is global. We are deployed in 12 countries.

About the Job

The product is proven. Your job is to build the machine that sells it. You take the company from $10 million to $100 million: you close the revenue, and you build the organization that closes it after you.

We want a doer, not just a manager. We want someone who loves to build, not just run. We want someone who wants to join us on our path to building one of the most important layers of the internet.

You own new business, the pipeline, the revenue forecast and the go-to-market team. Today the CEO carries the pipeline. He will hand it to you.

• Close new enterprise deals yourself: marketplaces, classifieds, e-commerce, retail, media.
• Own the pipeline and the revenue forecast, and present them to the CEO
• Hire, ramp and lead sellers in Europe, the US, and Asia. Two Sales Directors join your team on day one.
• Define the go-to-market for our four primitives and for the self-serve platform that opens in 2027, and shape the products that follow.

Who you are

• You have done this before: you were in the GTM seat when a company went from under $10M to $100M in ARR, and you closed a lot of it yourself. If it took you two years at an AI company, even better.
• You know what slows down at $10M, $20M, and $50M, and know how to fix it.
• You have built sales teams across several geographies and time zones. The first deals here are yours to close.
• You have sold APIs, infrastructure, or software to e-commerce. You know the decision makers in these companies, understand how they make money, and what they care about.
• You are technical enough to sell with our scientists. Our buyers are CPOs, VPs of Data and VPs of Engineering, and they will test you. You want to be at the forefront of AI, not just a user of it.
• You like to travel. Velocity is key, and human contact is irreplaceable.
• You are eligible to work in Europe or the US.

There is no playbook. You will write it!

What success looks like

3 months:

• You have met every live customer and every active pilot, in person.
• The pipeline is yours. The CEO is no longer the first call.
• Your first 3 deals at signature.
• The first two sellers are hired.

12 months:

• New business closes without the CEO in the room.
• Your forecast goes to the board, and it holds.
• Sellers are hired, ramped and building pipeline.
• Your team has booked $20 million of new ARR.

• Europe-based: total at target €300-350k (€180k-€200k gross base salary + €120k - €150k variable at target).
• USA-based: total at target $350-$450k ($200k-$250k gross base salary + $150k - $200k variable at target).
• Equity, four-year vesting, one-year cliff.
• Full remote flexibility across Europe and the US.
• More benefits will depend on the location.