Founding Sales/GTM Leader

Job Description

Founding GTM / Enterprise Sales Lead

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Orquesta is building the Operational Intelligence layer for the AI-native enterprise.

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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.

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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.

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

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

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What you’ll own

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

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You are a builder first and salesperson second .

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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.

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You should have:

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

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What success looks like

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

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

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

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

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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.

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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.

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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.