Head of GTM (USA)

Job Description

Job Description

About us

We are Valis - a company building an institutional AI operating layer for mid-market companies: shared company memory, workflow mining and agentic automation.

Why this role exists
We are building VALIS’s go-to-market strategy in the US, and are searching for the person accountable for the number. In Year 1 you sell yourself: you source, qualify and close enterprise deals through your own network in the Bay Area and beyond. There is no marketing engine and no inbound behind you. Every client starts with a relationship you bring, and every client who stays becomes the reference that opens the next door. That is the model: network-driven and reference-compounding.

As the portfolio grows, the role grows with it. You recruit and lead the Client Deployment Leads who land each transformation on the ground in the US. You hold the CEO-level relationship across the client base. And you turn what works into a playbook that no longer depends on any single person’s head.

What you sell is a change in how a company operates. Deals run for months, and the buyer sits in the C-suite: CEO, CFO, COO. The sale runs on insight and trust, not on feature comparisons. You work directly with the founding team on commercial strategy, pricing and positioning. You design the commercial architecture rather than execute one someone else wrote.

What you will do

• Source, qualify and close enterprise deals through your personal network of founders and CEOs in the Bay Area and beyond. In Year 1 you close them yourself.
• Own the CEO-level commercial relationship across the growing client portfolio, through renewal and expansion.
• Build the operator force: recruit, onboard and develop Client Deployment Leads across target markets in the US.
• Define and run the go-to-market playbook: network-driven, reference-compounding, no-marketing model.
• Codify the motion (objections, working pitches, pricing, use cases that landed) so it repeats without you in every room.
• Partner with the founding team on commercial strategy, pricing and market positioning.

Requirements

Who we need to see
Most candidates are fifteen or more years into a commercial career. We read evidence over year counts, and each point below gets tested in the hiring process.

• Based in San Francisco or Palo Alto. Your Bay Area founder and CEO network is your primary asset in this role.
• A personal track record of building revenue from zero — not as part of a team, as the person accountable for the number.
• Comfortable closing enterprise transformation deals with a multi-month cycle and a C-suite buyer (CEO, CFO, COO).
• Have done network-driven, reference-based sales before — you know how to build a pipeline from warm relationships, not from marketing or inbound.
• Operated at Associate Partner or Partner level at a top-tier strategy firm, or equivalent VP-level leadership at a transformation-heavy SaaS or professional services company.
• Comfortable operating as an individual contributor in Year 1 before scaling a team — you close deals yourself first.
• A genuine builder's instinct: you design the commercial architecture, not just execute against a playbook someone else wrote.
• Hands-on familiarity with AI / enterprise technology is a strong advantage (in particular technical literacy to direct an AI / data build)

Benefits

• Compensation: A highly competitive base for the SF market, calibrated to seniority — plus a substantial performance bonus tied directly to commercial outcomes.
• Authority: You own the commercial function. You design the go-to-market, you hire the team, you set the strategy. This is not a VP of Sales inside a corporate structure — it's a co-architect of a new business.
• Trajectory: If Year 1 lands, you build and lead the global commercial organisation. The company scales around your results.

We appreciate your interest in our job opportunities and our company. Our team carefully evaluates each application to identify the most suitable candidates for the role. Due to the high volume of applications received, we may not be able to respond to every applicant. However, if your qualifications align with our requirements, we will contact you to discuss the next steps in the selection process.