Who we want
Head of GTM & Commercial.Owning the whole commercial result.
We're past product-market fit, growing on inbound and word of mouth, with no dedicated commercial function. The next year is about building the engine that turns that into a repeatable, multi-channel motion.
Inbound, outbound, partnerships, and the operating system underneath. You'll define the ICP, set the cadence, hire the team, and run the deals that matter until the team is built to take them.
In this chapter
Who we want
Leaders who think
like founders.
We're after a specific kind of person. Here's the shape of it.
What this role is not
A bigger-company Head of Sales
Typically inherits an established commercial org, owns a defined patch of the funnel, and operates within a playbook someone else built. That is not this role.
A sales manager removed from the work
Sits above the motion, manages a team, but isn't close enough to how we actually sell, what's working, or where the conversion really breaks. That is also not this role.
What we are looking for
Someone who knows what we don't. Knows what a strong commercial engine actually looks like, knows the best practices that move the number, and knows how to get us from where we are now to a repeatable, multi-channel motion.
In practice
- 01
You've grown a revenue function before, not just sat inside one. You know what it takes to build the engine, not just operate it.
- 02
Real selling exposure. You've closed deals yourself, recently enough that your instincts are still calibrated. You don't outsource commercial judgement to your team.
- 03
Structured thinking. You can break a messy commercial problem into the three things that actually matter and ignore the rest.
- 04
Commercial judgement under pressure. You spot what moves the number and act on it — and you're comfortable killing low-yield activity to free up capacity.
- 05
Problem-solver. You don't wait for permission or playbooks. You find the angle others miss — including the non-obvious referral path or partnership.
- 06
Speed and bias for action. You'd rather ship a working v1 of the commercial motion in week two than perfect the strategy by month three.
- 07
Ownership appetite. If something is hurting the number, you go fix it. It doesn't matter whether it's sitting with someone on your team, in another team, or with you directly. The accountability is yours, full stop.