Founding GTM Operator SF - (Founding AE)

Acquisition And Customer Expansion

Two-thirds of our team are ex-founders. Matt took Omnipresent from $0 to $20M ARR in three years, then a $600M valuation. Saaras took Kular, YC-backed, from $0 to $3M ARR in twelve months. We've built at this pace in London; you'd be one of the first people building it in SF.

The immediate job is acquisition and customer expansion: get SF-headquartered companies activated on the platform. That means working rooms, running events, doing outbound, talking to founders, and converting relationships into sign-ups.

We're looking for a Founding AE to get stuck in on building our mid-market (~50-600 employees) sales motion. Over time this might evolve and change, but this is the key focus for the foreseeable future.

You're defining how we enter a market: how we sell, close, and expand. What you learn closing deals feeds back into product and builds the GTM playbook.

San Francisco is our most important market and we're investing heavily into our motion here. We have two people on the ground today, but that's about to change. You'll be one of the first hires on the ground and help shape our SF GTM.

What You'll Own

• Full-cycle selling: prospecting, discovery, close. No BDR, no inbound handoff. You build your own pipeline.
• Getting SF-headquartered companies onto the platform through outbound, events, and founder and TA relationships.
• Getting new accounts to their first value moment, a role live in Jill, quickly and reliably.
• Diagnosing where deals stall and fixing it, since there's no existing playbook to fall back on.
• Systemising what works into repeatable pipeline, not just personal effort.

The Bar

• You'll be a great fit if you've carried a bag and closed at a fast-growth B2B SaaS or AI company. Not just supported deals, not just managed accounts. You prospected, ran full cycles, and hit, then beat, quota. You know what elite selling looks like because you've done it.
• Sharp, structured thinker who communicates with precision.
• Comfortable operating with high ambiguity and zero infrastructure.
• Builder instinct: you want to own a motion, not just work inside one.
• SF ecosystem roots: founders and operators pick up when you call.

Nice To Have

• Experience selling into HR, talent, or people teams.
• Time at a hypergrowth SF startup during an early scaling phase.
• Founding experience, building something from nothing, even if it didn't work out.

The Process

• Comp: $295k+ total package, flexible on cash/equity split
• Location: San Francisco, in-office
• Initial screen: 20 - 30 mins with Ben Norton (Ada Ventures, one of our investors)
• Interview: Kaoru Fujita (hiring lead)
• Day trial: In San Francisco with the broader team - Matt, Bruno, and Kaoru where schedules align
• Right to work: US right to work strongly preferred. Visa sponsorship is possible in exceptional cases but will slow the process - please flag early if relevant