{"id":837278,"url":"https://alion.io/job/emcap-founding-gtm-lead","title":"Founding GTM Lead","company":{"id":36495,"name":"Emcap","domain":"emcap.com","url":"https://alion.io/company/emcap","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":true,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":75,"open_postings":6,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-10-17T05:46:00Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["San Francisco, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":118000,"max_usd":274000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":946},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2025-12-22T21:54:38Z","employer_posted_date":"2025-12-22","last_verified_at":"2026-10-18T07:33:09Z","board_verified":true,"closed_at":null,"days_open":299,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":299},"description":"Founding GTM Lead\nAbout the Role\nYou'll build the go-to-market engine from scratch. You'll close deals yourself while building the playbook, processes, and team that scale revenue from early traction to repeatable growth.\nAs the founding GTM hire, you'll own the entire sales motion - from identifying target customers and crafting messaging to running demos, negotiating contracts, and closing deals. You'll develop deep expertise in the customer problem and become the voice of the market inside the company. The playbook you create will become the foundation for how the company sells.\nThis role requires someone who can sell, not just manage. You should be comfortable carrying a quota and closing deals while simultaneously building the infrastructure for scale. The best candidates combine hustle with strategic thinking - they can grind through outbound prospecting and also step back to analyze what's working and systematize it.\nWhat You'll Do\nOwn the full sales cycle from prospecting through negotiation to close for enterprise customers\n\nDevelop ideal customer profile, value proposition, and sales messaging through direct selling experience\n\nBuild pipeline through multiple channels: outbound prospecting, inbound qualification, partnerships, and network\n\nRun product demos and technical presentations tailored to customer needs and stakeholders\n\nNegotiate contracts and pricing, working with leadership on deal structure and approval\n\nCreate and document sales playbook: qualification criteria, objection handling, competitive positioning\n\nImplement sales tools and CRM processes that enable tracking and forecasting\n\nPartner with product and engineering to translate market feedback into roadmap priorities\n\nHire and develop the first sales team members as volume and complexity increase\n\nQualifications\n5+ years of B2B sales experience, with at least 2 years selling into enterprise accounts\n\nTrack record of quota attainment and closing complex deals ($50K+ ACV)\n\nExperience as an early sales hire at a startup or selling a new product into an established market\n\nAbility to sell consultatively, understanding customer problems and mapping solutions to value\n\nStrong prospecting skills with experience building pipeline through outbound and network\n\nExcellent presentation and communication skills for executive-level conversations\n\nExperience with technical or complex sales cycles requiring multi-stakeholder alignment\n\nComfort with ambiguity and ability to iterate on approach based on market feedback\n\nNice to Have\nExperience selling AI, data, or technical products to enterprise buyers\n\nBackground selling into the company's target vertical (financial services, healthcare, legal, etc.)\n\nPrevious 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