Founding GTM

Proof of Human • San Francisco, CA

17h

About The Position

Proof of Human is a research and technology company building the global standard for human verification across the internet. Founded by Princeton PhD scientists Mayank Agrawal and Matt Hardy, the company develops the science, products, and infrastructure for human verification at global scale. As a public benefit corporation, it also works to shape standards and governance for the development, deployment, and use of human verification systems.

The Founding GTM will work directly with the founders and staff across sales, growth, and market development to build the company’s go-to-market approach. This hands-on role involves generating pipeline, leading customer conversations, advancing deals, and using research and frontline learning to improve positioning, systems, and strategic direction. The role is suited to someone who can create a playbook while executing it, work independently amid ambiguity, communicate across disciplines, and use hypotheses and evidence to guide decisions.

Requirements

• Able to work without an established process, find a starting point, learn from results, and build the next iteration while adapting to changing conditions.
• Curiosity across disciplines and ability to understand substantive topics and communicate effectively with academics, engineers, business executives, and people in unfamiliar markets.
• Ability to take ownership, act without waiting for a perfect moment or explicit permission, bring others along, and persist through ambiguity, friction, and setbacks.
• Ability to translate open-ended questions into focused experiments, define learning objectives, evaluate evidence, and adjust when findings change.

Responsibilities

• Test industries, buyer personas, use cases, messaging, and acquisition channels to identify the strongest market opportunities and recommend company and product focus.
• Build targeted pipelines in existing markets and selected new verticals using outbound, warm introductions, events, partnerships, and other distribution channels.
• Lead early conversations with prospective customers to understand their problems, priorities, urgency, decision processes, and willingness to commit.
• Communicate Proof of Human’s value to business and technical stakeholders.
• Own opportunities from outreach through discovery, demos, pilots, pricing conversations, close, and commercial follow-up; collaborate with the team to move qualified deals toward close.
• Create sales materials, including tailored follow-ups, pitch decks, business cases, pilot proposals, objection handling, case studies, and vertical-specific narratives.
• Run measurable experiments across audiences, messaging, distribution channels, and conversion points; use results to decide what to scale, change, or stop and turn successful tests into repeatable programs.
• Use customer and market learning to sharpen positioning, systems, and strategic direction.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed