Founding Head Of Gtm

September 17, 2026

Remote

Head

Lisboa, Portugal

Important before applying

This job has conditions that may affect your decision to apply

B2B contract

Description

An AI-native Zero Trust access and enforcement plane for humans, software workloads, and AI agents is being built from scratch, and a founding go-to-market operator is needed to turn that architecture into a category, real deployments, and initial revenue. The role owns zero-to-one customer discovery, positioning, design-partner conversion, and the first repeatable commercial motion, working directly with the CEO. It is a fully remote, long-term B2B contract with a permanent-employment option for candidates based in Spain, Poland, and Germany.

Responsibilities

Own ICP discovery, exclusion criteria, buyer and champion mapping, problem validation, positioning, initial wedge, and design-partner recruitment
Personally lead early customer discovery, technical and commercial conversations, executive outreach, design-partner conversion, and initial closing
Build an evidence-driven GTM system where every assumption has supporting or contradicting evidence and a next falsification test
Use AI agents aggressively for research, account intelligence, personalization, competitive monitoring, meeting preparation, call synthesis, content, and experiment analysis
Work directly with the CEO on category creation and major strategic accounts
Work with Product and Engineering to convert recurring customer evidence into governed product inputs without turning anecdotes into roadmap commitments
Define the first repeatable acquisition, deployment, conversion, and expansion motion before scaling a team
Within 30 days run 10-15 qualified ICP conversations and produce an evidence-backed recommendation on ICP, problem, buyer, positioning, and wedge
Within 31-60 days convert the strongest partners into real or production-like deployments and measure time-to-value, blockers, security objections, and willingness to pay
Within 61-90 days target 5+ production or production-intent deployments, land first paying customers, and prove or disprove repeatability with a second cohort

Requirements

Proven track record taking a deeply technical B2B security, infrastructure, identity, cloud, or AI product from near-zero to repeatable initial revenue
Ability to sit with a CISO, CTO, security architect, platform engineer, or AI-platform leader and earn credibility
Enough security-architecture understanding to reason about identity, delegated authority, credentials, policy, enforcement, trust boundaries, auditability, and blast radius
Comfort selling before a polished playbook exists and learning directly from rejection
Instinct to treat AI as operating leverage and build agentic workflows before asking for headcount
Analytical ability to distinguish activity from evidence and evidence from causality
Willingness to challenge the CEO and product assumptions when customer evidence disagrees
Background in early-stage Zero Trust, identity, cloud security, developer security, infrastructure security, AI security, or adjacent enterprise-security categories
Experience as a founder, first-GTM, product-led commercial operator, technical seller, or hands-on GTM executive
Discipline to handle customer data and agents with scoped identities, least privilege, credential isolation, and human approval for high-impact commitments

Conditions

Full-time remote job structured as a long-term B2B contract
Permanent employment option available for candidates based in Spain, Poland, and Germany
Highly competitive salary plus bonus
Fully remote work environment
Self-managed time off

AI agentsCRMcybersecurityZero Trustidentitycloud security

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