Founding GTM Lead for AI Infrastructure Startup

About the role

This is a ground‑up, build‑the‑engine role for a seed‑stage AI infrastructure company that makes graph‑native context and memory infrastructure for AI agents. You will be the first person accountable to a revenue number, sitting directly alongside the CEO on deal strategy, positioning, and ICP refinement across enterprise, pilot, and self‑serve motions.

Key responsibilities

• Own the full pipeline from sourcing through expansion across all three GTM lanes: enterprise anchor deals, Shadow Mode pilots, and PLG self‑serve.
• Run targeted outbound to Directors of Engineering and Heads of AI at seed‑to‑Series D AI companies.
• Drive enterprise deal cycles from first call to signed contract.
• Design, iterate on, and document the GTM motion, identifying what works and how to scale it.
• Partner closely with the CEO on positioning, deal strategy, and ICP refinement.

Required profile

• Early‑stage GTM experience, ideally at a developer tools or infrastructure company.
• A track record of owning a revenue number and being held directly accountable to it.
• Technical fluency strong enough to have credible conversations with engineering leaders.
• A builder mentality: you enjoy creating structure from scratch rather than following an existing playbook.
• Strong written and verbal communication skills.
• Prior experience selling to AI engineering teams is a plus.
• Experience running PLG and enterprise motions in parallel is a plus.
• An existing network in the Bay Area AI/ML ecosystem is a plus.

What we offer

• Base salary: $120,000 to $200,000 USD annually, plus meaningful equity.
• Visa sponsorship is not available for this role.