GTM Lead - San Francisco Bay Area

About Flagright:

Flagright is an AI operating system for financial crime compliance used globally by Fortune 500 companies, large banks, fintechs, and fast growing startups. Flagright enables real-time risk detection, automated investigations, and intelligent decisioning, helping compliance teams operate at their full potential in the fight against financial crime.

We operate as a lean, high-performance team with high individual ownership and direct access to leadership.

Role overview:

Our GTM team is central to scaling Flagright. We are looking for a GTM Lead who can strengthen our positioning, improve win rates, and support complex enterprise opportunities alongside the CEO and sales leadership.

In this role, you will define product positioning, messaging frameworks, and segmentation strategy to ensure a clear and consistent narrative across the revenue organization. You will also equip the sales team with playbooks, competitive insights, and enablement needed to succeed in deal cycles.

You will play a key role in translating market insights into GTM strategy, refining how Flagright competes, prioritizes segments, and wins in the global financial crime compliance market.

People who thrive at Flagright:

• Have been knocked down before and gotten back up
• Are resourceful-they figure things out with whatever tools are available
• Have strong opinions and can defend them
• Learn fast because they're hungry
• Want to work with no-BS people building something important

People who struggle here:

• Need extensive hand-holding
• View high expectations as "unreasonable"
• Actually prioritize work-life balance
• Can't handle ambiguity or rejection
• Prefer consistent routine over fast-changing priorities

Key responsibilities:

Positioning and messaging

• Define product positioning and value propositions
• Create messaging frameworks by vertical, segment, persona, and channel
• Maintain a consistent narrative across the revenue organization

Segmentation and ICP strategy

• Define target segments, buyer personas, and priority verticals
• Identify adjacent segments and emerging market opportunities
• Guide BDR targeting and campaign prioritization

Strategic deal support

• Support enterprise opportunities with deal strategy and positioning
• Help structure RFP responses and requirement definitions
• Design competitive minefields that expose competitor weaknesses

Sales enablement

• Build sales playbooks, battlecards, and enablement materials
• Train AEs and BDRs on messaging and competitive positioning

Competitive intelligence

• Track competitors and market dynamics
• Maintain competitor positioning frameworks

Product feedback loop

• Gather insights from prospects, customers, and sales teams
• Translate market feedback into inputs for product development

Lifecycle marketing & events

• Plan and run lifecycle & reactivation campaigns with the marketing & sales teams
• Work closely with Field Marketing and Sales on event planning

Who we are looking for:

• 3+ years of experience in business development, growth marketing, product marketing, or GTM strategy
• Ability to translate technical products into clear commercial narratives
• Experience building segmentation frameworks, sales playbooks, and competitive positioning
• Strong written and verbal communication skills
• Based in the Bay Area with the right to work in the USA (no visa sponsorship available), this is a fully in-person role at our Santa Clara office
• Willing and able to travel up to 30% of the time

Preferred experience

• Experience in enterprise sales processes
• Experience in fintech, compliance technology, fraud prevention, or data infrastructure
• Experience supporting enterprise RFP processes
• Experience working with regulated financial institutions

What we offer:

• Housing subsidy for those living within 1 mile of the office
• Leadership position with direct exposure to leadership and influence on GTM strategy
• Product with clear, real-world differentiation
• High-bar environment focused on execution, learning, and continuous improvement
• Get equity from day 1 at a Y Combinator startup
• Work alongside a highly competent, top-tier team, including professionals from Y Combinator, ex AWS, and Palantir
• Enjoy a low-bureaucracy environment, minimal meetings, and an asynchronous communications culture