Founding GTM Leader

Massed Compute

4d•Remote

About The Position

Massed Compute is seeking its founding Go-To-Market (GTM) leader to establish and scale its commercial operations. This role involves hands-on execution, including pipeline generation, customer engagement, deal structuring, and closing revenue. The leader will be responsible for identifying key customer segments, workloads, positioning, pricing, and sales strategies to drive repeatable growth. As the company scales, this individual will build the GTM team, systems, and brand, owning the commercial funnel from end-to-end and acting as a liaison between customers and internal product, infrastructure, and capacity teams. This is a builder role requiring a blend of sales acumen, analytical skills, strategic thinking, and organizational design capabilities.

Requirements

Personally sold complex, technical products and can point to meaningful revenue generated.
Helped build or materially improve a GTM motion at a high-growth technology company.
Ability to move comfortably between customer conversations, pricing models, CRM pipeline reviews, and product discussions.
Analytical rigor regarding segmentation, pricing, funnel economics, and resource allocation.
Understanding of selling products where technical requirements, infrastructure availability, economics, and customer timelines interact.
Strong product instincts and ability to translate customer needs into actionable feedback without becoming a feature-request router.
Aggressive use of AI in personal work and a desire to build an AI-native GTM organization.
Strong judgment about priorities and comfort saying no to non-essential work.
Ability to operate with minimal structure while creating structure for future team members.
Strong commercial mindset and financial fluency across contracts, pricing, unit economics, and tradeoffs.
Typically 10+ years of professional experience, including meaningful experience in GTM, sales, revenue operations, marketing, or customer success at a high-growth technology company.
Experience at a high-growth technology company, rapidly scaling startup, or similarly demanding environment.
Experience working with highly technical products, ideally in cloud infrastructure, developer tools, AI, or adjacent markets.
A bachelor's degree or equivalent combination of education, training, and experience.

Nice To Haves

Understand the compute landscape and the broader AI infrastructure build-out.
Sold cloud infrastructure, compute, developer infrastructure, or other technical products to sophisticated buyers.
Fluent with AI tools such as Claude Cowork, Claude Code, and Codex.
Experience building AI-enabled GTM workflows or automating parts of the commercial stack.
Background in consulting, venture capital, or private equity paired with evidence of operational capability.

Responsibilities

Personally sell: Build pipeline, run discovery, structure commercial proposals, negotiate, and close deals. Carry a revenue number before building a team.
Find the repeatable motion: Determine customer segments, workloads, and use cases with strong product-market fit, translating these into ICP, positioning, pricing, and sales playbooks.
Build the commercial operating system: Establish qualification processes, deal stages, CRM discipline, pipeline management, forecasting, and key business metrics.
Win lighthouse customers: Secure initial customers whose success stories and brands build credibility and accelerate future deals.
Build the team: Recruit the first GTM hires and establish the talent bar, operating cadence, incentives, and culture for the GTM organization.
Create demand: Develop an efficient demand-generation engine through targeted outbound, content, partnerships, events, and other effective channels.
Represent the market internally: Translate customer conversations, competitive intelligence, and pipeline data into actionable input for product, pricing, capacity planning, and investment decisions.
Build the brand: Establish a differentiated position in AI infrastructure and create a coherent narrative across sales, marketing, partnerships, and external communications.