Head of GTM

An early-stage technology company developing data generation and evaluation systems for Physical AI and robotics is looking for a GTM Manager / Head to develop and execute their go-to-market strategy, secure new customers, and drive revenue growth. Working closely with the founders, you will identify the strongest commercial opportunities, refine market positioning, and turn initial customer traction into a scalable and repeatable sales approach.

You will take ownership of the complete commercial journey, from identifying target accounts and creating opportunities through to discovery, proposals, negotiation, and closing.

This is a hands-on position suited to someone who can combine strategic commercial thinking with direct sales execution. You should be confident opening new conversations, engaging technical buyers, testing different approaches, and translating complex customer requirements into compelling commercial propositions.

What You’ll Do

• Develop and refine the ideal customer profile, priority market segments, buyer personas, and target accounts across Physical AI and robotics.
• Create and execute a GTM strategy covering market positioning, customer acquisition, sales channels, and commercial partnerships.
• Build qualified pipeline through targeted outbound activity, founder networks, partnerships, industry events, and relevant inbound opportunities.
• Manage the complete sales cycle, including prospecting, discovery, qualification, proposals, negotiation, and closing.
• Establish relationships with technical decision-makers, budget holders, and executive sponsors.
• Develop a strong understanding of customers’ data and evaluation challenges, purchasing criteria, budgets, and decision-making processes.
• Turn technical capabilities into clear commercial value, differentiated messaging, and persuasive sales materials.
• Partner with technical teams to develop commercially viable pilots with defined success criteria and a clear route to paid adoption.
• Work with the founders on pricing and packaging, using customer feedback, willingness to pay, and delivery economics to guide decisions.
• Turn pilots and initial engagements into paid contracts, renewals, and account growth.
• Identify and develop partnerships that provide access to prospective customers and additional revenue opportunities.
• Maintain an accurate commercial pipeline, providing clear forecasts, deal priorities, and next actions.
• Monitor conversion rates, sales-cycle length, deal values, and reasons for wins and losses to continually improve the sales approach.
• Feed customer insights and market intelligence back into product priorities and positioning.
• Develop repeatable sales playbooks as the company scales.

Required Experience

• Experience within B2B go-to-market, business development, or full-cycle sales for technical products or services.
• A proven track record of generating pipeline and closing revenue, with direct ownership of commercial results.
• Experience selling to technical buyers and managing complex purchasing processes involving multiple stakeholders.
• Strong discovery capabilities and the ability to connect customer challenges with a compelling value proposition.
• Confidence managing commercial discussions, developing proposals, and negotiating terms.
• Ability to communicate technical concepts clearly and credibly, with support from relevant subject‑matter experts.
• Experience developing market positioning, identifying target markets, or testing new customer acquisition channels.
• Strong commercial judgement with a structured approach to qualification, prioritisation, and forecasting.
• A high level of ownership and comfort building a sales function within an early-stage environment.

Preferred Experience

• Background within AI, robotics, data platforms, infrastructure, developer tools, enterprise SaaS, or technical services.
• Experience developing founder‑led sales into a repeatable commercial process.
• Experience converting technical pilots or proof‑of‑concept projects into paid customer contracts.
• Familiarity with pricing and packaging for data, software, or technical services.
• Experience developing partnerships that generate qualified opportunities and revenue.
• Experience entering new markets or securing the first customers for a new product or offering.

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