Founding Head of Sales

fastino.ai • San Francisco, CA

7h • Hybrid

About The Position

Fastino is a company focused on building the next generation of LLMs and agentic systems. The team comprises alumni from Google Research, Apple, Stanford, and Cambridge. Fastino has successfully raised $25M in a seed round, backed by prominent investors such as Microsoft, Khosla Ventures, Insight Partners, Github CEO Thomas Dohmke, and Docker CEO Scott Johnston. The Founding Head of Sales, also referred to as Head of GTM, will be responsible for establishing and managing the entire Go-To-Market and Sales engine from its inception. This includes developing and executing strategy across various sales and growth channels, collaborating closely with the founders to define and scale growth initiatives, and ultimately building and leading the future sales organization.

Requirements

• 7-8 years in B2B SaaS or AI go-to-market roles, including carrying a quota and closing meaningful deals.
• Demonstrated success selling AI, ML, automation, or technical products to startups, scale-ups, mid-market or enterprise buyers.
• Experience operating as a player-coach - willing to own IC responsibilities at first while laying the foundations for a future team.
• Experience with PLG sales processes - Proven ability to build pipeline from scratch and create repeatable sales motions.
• Strong understanding of LLMs, agentic systems, AI workflows, and the modern AI tooling ecosystem.
• Ability to communicate technical concepts clearly to both engineering and business stakeholders.
• Comfortable collaborating directly with founders, engineers, and researchers.

Responsibilities

• Full-Cycle Sales Execution: Run the entire sales process end-to-end; from outbound prospecting, qualification, demos, proof-of-concepts, negotiation, and closing. Expect to be an IC with the founders until we scale.
• Pipeline Generation & Outbound Motion: Work with the Fastino marketing lead and own pipeline creation using a modern GTM tool stack (e.g., Clay, Apollo, Gong, HubSpot, Zapier, Notion). Build highly targeted outbound campaigns with agentic, automated workflows.
• Customer Discovery Assessment: Work directly with customers to understand their workflows, pain points, and success metrics - and collaborate with Fastino’s engineering team to translate those insights into Fastino’s product roadmap.
• Onboarding & Customer Success: Shepherd early customers through onboarding and activation, ensuring they get value fast. Build repeatable customer journeys that reduce time-to-value and improve retention.
• Channel Strategy: work with founders to manage sales channels (cloud providers, hyperscalers) and additional acquisition levers - outbound, partnerships, events, community, etc.
• Operational Excellence: Set up first class GTM systems: CRM workflows, automation, dashboards, forecasting, and reporting. Ensure operational excellence in every customer interaction.
• Team Building & Leadership: As traction grows, build and lead a high-performance sales team. This includes hiring AEs, CS, defining roles, setting quotas, mentoring talent, and owning GTM org design.

What This Job Offers

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