Founding GTM
About Cozmo
Cozmo is the AI operating system for property claims. When a pipe bursts in someone's home at 2am, our agents answer the call, capture the loss, enter the claim into Xactimate and Cotality, dispatch the right contractor against SLA, chase acceptances before breach and draft the carrier-ready estimate from field photos. We run both halves of a claims operation: everything the customer touches and everything that happens behind the desk.
Our customers are restoration franchisors, TPAs and adjusting firms whose boards have told them to become AI-native and who have no way to do it themselves. Our anchor is one of the largest restoration franchisors in the US.
The role
You are hire one on the commercial team, selling next to a founder-CEO who currently closes everything himself. Your scorecard is closed revenue.
The market has a specific shape. There are a few hundred restoration franchisors, TPAs and adjusting firms in the US that matter. Their executives all know each other, they gather at a handful of conferences and most of them have been burned by software that promised automation and delivered a chatbot. Winning here means becoming a known person in claims within your first two quarters: on the floor at RESTORE and the Governor's Hurricane Conference, on the phone with franchise development VPs, in the room when a PE operating partner asks how the portfolio company gets AI-native before the exit.
You will take deals from cold call to signed SOW, run pilots alongside our forward deployed team and as we close, you write the playbook the next ten AEs run, and the founding title becomes a leadership seat you earned with a number.
You report to the CEO.
What you'll do
- Own a number from month one: source, run and close enterprise deals with restoration franchisors, TPAs and adjusting firms
- Cold call, cold email and work referrals into the claims executive network until the market knows Cozmo AI. Run complex sales: multiple stakeholders, operations and IT and franchise owners, pilots that convert to production contracts with gated expansion
- Work conferences as pipeline engines, before, during and after the booth
- Partner with the FDE team so what you sell is what goes live, and what goes live sells the expansion
- Feed win-loss truth straight into positioning and product with both founders
- Build the outbound machine: sequences, call scripts, battle cards, the CRM discipline the next hires inherit
What we look for
- 1 to 6 years closing B2B deals with a verifiable number, or founder-level sales experience where you sold something that did not exist yet
- Killer instinct on the phone. You pick it up without hesitating and you have call recordings or references that prove it
- You can sell a technical product credibly: run your own demo, hold the room when an ops leader asks how the Xactimate entry works, know when to bring in an engineer
- Fast learner in an unfamiliar industry. Nobody grows up in property damage; the ones who win learn the language in weeks
- Evidence of hustle we can verify: quota history, a company you started, a territory you built from zero, a deal everyone said was dead
- Thrives with direct founder feedback daily and a number visible to the whole company
Nice to have
- Insurance, claims, restoration, field services or franchise sales
- Selling b2b SAAS into operations buyers
- Existing relationships in the TPA or restoration world
How we work
We are a small team racing incumbents with hundred times our headcount, and intensity is our only structural advantage, which means it is not a typical 9-5. If that schedule reads as a warning, this is the wrong role for you. If it reads as the environment where you finally get to run at full speed with people doing the same, keep reading.
Compensation
Base plus uncapped commission with a founding-level equity grant, weighted so that closing the plan changes your life twice: once in cash, once in ownership.
How to apply
No cover letter. Send three things to [email]:
- Your number, plainly: quota, attainment and the deal you are proudest of
- A 30 second loom video on how you would pick up the phone and pitch Cozmo, to the COO of a 200-location restoration franchisor
- The soonest date you can start
We respond to every real application within 48 hours. An exceptional answer to question 2 gets an interview regardless of resume.