Founding Enterprise GTM

Job Description

Job Description

Founding Enterprise GTM

San Francisco, CA · On-site · Full-time
Compensation: $150,000–$180,000 base ($240K–$300K OTE, uncapped) + equity

About the Company

Our client is a venture-backed, seed-stage AI company building agents for the logistics industry, automating the document-heavy, manual workflows behind global trade — reading shipment documents, classifying goods, and producing compliant customs filings with minimal manual input. They've reached product-market fit and are already deployed with enterprise customers processing real operational volume, and they're now scaling the platform.

Seed-stage · Industry: AI / Logistics / Trade Compliance

The Role

This is the company's first dedicated sales hire — a high-ownership builder role owning the enterprise acquisition engine end to end and creating the playbook from scratch alongside the founder. The market is concentrated, roughly 100–150 relevant enterprise accounts in the US, so every relationship matters. There's no inherited pipeline, no SDR org, and no mature motion to run — just a clear path to build a repeatable engine and grow into GTM leadership.

What you'll be doing

• Own enterprise sales end to end: discovery, demos, pilots, business cases, security and IT reviews, procurement, negotiation, and close
• Map and prioritize the named-account market and build detailed plans for the highest-value accounts
• Generate your own pipeline through referrals, targeted outbound, industry relationships, associations, private dinners, and select conferences
• Navigate complex buying committees across operations, compliance, IT, security, finance, procurement, and executive leadership
• Turn deployments into case studies, ROI materials, and executive references
• Build disciplined CRM, account-planning, qualification, and forecasting practices another seller could follow

Tech stack: CRM / account-planning tooling

Requirements

• At least 2 years carrying a quota in complex B2B enterprise sales, with a track record of personally closing deals — someone who has built a motion rather than operated inside an established one
• Experience as one of the first sales hires (roughly the first through fourth AE) at an early-stage company
• Proven ability to self-source pipeline and run the full enterprise cycle without leaning on inbound or an SDR team
• Comfort navigating multi-stakeholder enterprise buying committees (operations, IT, security, finance, procurement, and executive leadership)
• Based in San Francisco (or willing to be) for full-time in-person work, with regular travel to customers and industry events

Nice to Haves

• Founding or early-AE experience at an enterprise startup
• Prior founder experience with hands-on enterprise selling in a resource-constrained environment
• Background in logistics or supply chain
• Experience in another relationship-driven, concentrated-account market such as biotech, healthcare, insurance, or industrial technology

Why Join

• First sales hire with genuine ownership of the acquisition engine and a direct line to the founder
• Product-market fit already in hand — enterprise customers live and processing real volume
• Clear path into GTM leadership as the motion scales
• Uncapped commission on a $240K–$300K OTE, plus founding-level equity

Details

• Location: San Francisco, CA
• Work policy: On-site, with frequent customer and industry travel
• Compensation: $150,000–$180,000 base ($240K–$300K OTE, uncapped) + equity
• Visa sponsorship: Not available
• Employment type: Full-time