Founding GTM

Founding GTM Lead – AI Security | London (Remote-first) | Seed-stage startup

Every company is rushing to adopt AI. Most have no idea which AI tools their employees are using, what data is going into them, or where their next compliance incident will come from. Our client, an early-stage AI security startup, is solving this. They’re now looking for their first commercial hire to build go-to-market from the ground up.

ABOUT OUR CLIENT

• Our client is building the visibility and protection layer for every AI interaction, across every AI provider. Their ambition is to be for AI what Cloudflare is for internet traffic and Okta is for identity
• Their platform gives security and IT leaders full visibility of sanctioned and shadow AI usage, then catches sensitive data exposure and risky behaviour before it becomes an incident
• It deploys in minutes through a company’s existing device management platform, with value showing on day one
• They’re already live with enterprise customers, including Series D+ and publicly listed companies, and are deployed alongside the major security incumbents
• The company is led by a second-time founder with 20 years of building and scaling startups, including a previous exit
• They’re backed by senior leaders from world-class tech companies, and well funded
• They’re a small, senior team, remote-first, with regular co-working in central London

THE ROLE

This is our client’s founding sales hire. The successful candidate will work directly with the CEO and help shape GTM strategy and the product roadmap from day one.

• Own top of funnel: set up outbound from scratch, experiment with channels and find what works
• Pair with the CEO on founder-led sales and turn it into a repeatable playbook
• Run deals end to end, from first conversation with a CISO/CTO through discovery, demo, POC, negotiation and close
• Navigate multi-stakeholder enterprise buying committees, including security, compliance and technical reviews
• Help scale the company’s senior security leader dinners and events programme
• Build the foundations: ICP, messaging, CRM, sequencing and forecasting
• Wear multiple hats: support POCs and early customer success, explore partnerships, and feed market insight into the product
• Sell into CISOs, CTOs, CIOs and Heads of Security/IT at mid-market and enterprise companies across the UK and Europe

WHAT OUR CLIENT IS LOOKING FOR

• 4+ years in B2B sales, with real time carrying a quota (has prospected, pitched and closed personally)
• Early-stage startup experience, ideally as an early commercial hire working closely with a founder
• Security or technical sales experience is a big plus
• Has run complex sales cycles and hit target without a fully built playbook
• A strong self-generator who’s comfortable picking up the phone
• Comfortable with ambiguity, with a bias toward building process rather than waiting for it
• Based in London/UK

This role is unlikely to suit someone who wants a ready-made outbound engine and script, only wants to prospect or only wants to close, or needs a lot of structure.

WHY JOIN OUR CLIENT

• A true founding role: write the playbook and shape a category that’s in the news every day
• A market of every company, everywhere, and the problem is still unsolved
• Work side by side with an experienced founder, with real influence on strategy and product
• A competitive package including meaningful equity
• Remote-first, with a London base