Founding Sales/GTM Leader

Founding GTM / Enterprise Sales Lead

Follow Orquesta on LinkedIn for all Job Postings: is building the Operational Intelligence layer for the AI-native enterprise.

Companies have systems of record for every function, but leaders still struggle to understand what is happening across the business, why it matters, and where they need to act.

Orquesta connects signals across systems and applies agentic AI, LLM reasoning, and decision intelligence to help executives identify risks, understand cross-functional dependencies, and make better decisions with confidence.

We're looking for a Founding GTM / Enterprise Sales Lead to help take Orquesta from early product to repeatable customer traction.

This is not a role for someone looking to inherit a mature pipeline or established sales playbook. You will help create it.

For a complete understanding of this opportunity, and what will be required to be a successful applicant, read on.

What you'll own

• Win our first wave of customers — source, develop, and close design partners and early enterprise accounts.
• Sell directly to CEOs, COOs, CFOs, CTOs and other senior executives
• Develop a deep understanding of executive pain points around operational visibility, decision-making, planning, and cross-functional execution.
• Identify the ICP and use cases where Orquesta becomes mission-critical rather than simply useful.
• Run the full sales cycle: prospecting, discovery, demos, pilots, commercial negotiation, and close.
• Turn pilots into paid deployments, expansions, references, and case studies
• Build relationships with customers that surface product insights and influence the roadmap.
• Develop Orquesta's early messaging, positioning, pricing, sales collateral, and GTM playbook.
• Build a disciplined pipeline and establish the metrics, processes, and operating cadence needed to scale GTM.
• Work directly with the founder and engineering/product team to translate what the market is saying into what we build next.

What we're looking for

You are a builder first and salesperson second

You've ideally sold complex enterprise software, AI, data, analytics, infrastructure, or transformation products where the buyer is senior and the problem requires consultative selling.

You should have:

• A track record of personally closing mid-market or enterprise B2B software deals
• Experience selling to senior executives and navigating multi-stakeholder organizations.
• Strong discovery skills — you can uncover the business problem behind what a prospect initially asks for.
• Comfort selling an emerging category where the product and message are still evolving.
• The ability to translate sophisticated AI and technology into a clear business-value narrative.
• High ownership and comfort operating without established processes, SDR teams, or a large marketing engine.
• Strong commercial judgment around pilots, pricing, qualification, and when not to pursue an account.
• The ability to build trusted relationships rather than rely on transactional selling.

Experience with enterprise AI, data platforms, BI/analytics, FP&A, operational software, workflow platforms, or C-suite technology would be particularly relevant.

What success looks like

In the first 6–12 months, you will have helped Orquesta:

• Establish a clearly defined, repeatable ICP.
• Convert executive conversations into high-quality design partners and paying customers.
• Build a credible pipeline of target accounts.
• Create a repeatable enterprise sales motion from discovery ? pilot ? paid deployment ? expansion.
• Generate customer evidence that shapes both the product and Orquesta's category narrative.

Why Orquesta

Enterprise AI is rapidly creating agents for every individual function. But more automation does not necessarily create more organizational understanding.

Agents optimize functions. Orquesta is being built to understand the enterprise.

We're building the intelligence layer that connects what is happening across the company—helping leaders understand what changed, why it matters, what it affects, and what requires a decision.

You'll join at the stage where a handful of exceptional people can have an outsized impact on the product, customers, company, and category we ultimately build. xhyhwjd

To apply: In your application, please include 2–3 sentences on a time you helped an early-stage company win or manage clients — what you did and the result.