Founding GTM

About Delfa

Billions of people still suffer from everyday diseases. One key reason: clinical trials are broken.

Pharma spends $120 billion a year on trials, and most are delayed by bottlenecks like patient recruitment. Delfa is fixing this with autonomous AI agents that automate the work of running a trial.

In less than a year from launch we have:

• Deployed onto 500+ trials across multiple conditions

• Reached seven figures in ARR, growing 25% month on month

• Raised an oversubscribed $3.8m seed from tier-one AI investors

The role

We're hiring a Founding GTM to own revenue end to end: find the deal, run it, close it, and make sure the market knows who we are.

Delfa is at an inflection point. Our core offering is proven and on track to support the recruitment of thousands of participants into trials in 2026. We're also launching new products for biopharma companies. The next step is taking Delfa from seven to eight figures in ARR.

You'll work shoulder to shoulder with the CEO. You'll own the full funnel, from the first touch with a research site or sponsor to a signed contract and a clean handover to onboarding. You'll also own how Delfa shows up in the world: our website, our content, our presence on LinkedIn and at the industry's key conferences.

What you'll do

Source pipeline

• Build a repeatable outbound engine to research sites, site networks and sponsors, using market analysis and tooling you build yourself

• Find the signals that tell us when a buyer is ready, such as a site taking on new studies or a sponsor moving an asset into the clinic

• Turn conferences, partners and referrals into qualified meetings, and follow up fast

Close deals

• Run discovery and demos that show a prospect their own workflow back to them

• Map how sites, networks and sponsors buy: who signs, who blocks, and what makes them move

• Hand over cleanly to onboarding, and spot expansion from pilot to multi-site

Own our marketing presence

• Own our story and positioning, and keep sharpening it with what you hear on calls

• Run our content engine: LinkedIn, newsletters, case studies, and thought leadership

• Track which channels convert and put more behind the ones that do

Build the machine

• Automate research, outreach and reporting with AI agents and data pipelines you code yourself

• Set up the CRM, metrics and playbooks a future GTM team will inherit

You'll be a great fit if…

• You close. You've owned a number and taken deals from first contact to signature. You're comfortable negotiating price and contract terms, not just running demos.

• You can write and you can sell. You can draft a LinkedIn post in the morning and run a commercial negotiation in the afternoon. Our customers should feel like we've been eavesdropping on their internal meetings.

• You thrive in high-stakes environments. Many of our customers are staking their survival on their clinical programmes. Your work is the foundation of their trust in us.

• You're a builder. We sell into a complex, regulated industry where timing is everything, and off-the-shelf GTM tools fall short. You build your own edge, and you love working with AI agents like Claude Code to do it.

• You don't wait for instruction. You define the problem and solve it.

• You move fast. You're exceptionally sharp, productive and ready to go.

Experience selling into clinical research, life sciences or healthcare is not required.

What we offer

• Competitive salary and meaningful equity

• Private health insurance and gym membership

• 25 days' holiday plus UK public holidays

• A modern office five minutes from Old Street station

• True 0 → 1 ownership: you'll own how Delfa wins customers and how the market sees us, and help get new treatments to patients faster

Our hiring process

We aim to get you an offer within two weeks.

• Intro chat with Tom, CEO (30 mins). We'll talk about your experience, values and career goals, and you'll get a feel for the role and the team. Afterwards we may ask you to share a deal you closed or a piece of marketing you're proud of.

• Role play (60 mins). You'll work through a role play with Tom, so we can see how you think and solve problems.

• Challenge (90 mins). Come to our office and work through a real task with us. It's the best way for both sides to see how we'd work together.

• Offer.

To the serious, the ambitious and the optimists: we'd love to hear from you.