Head of GTM

Captur•New York, NY

About The Position

This Head of GTM will be a foundational driver of Captur’s US expansion, leading seven-figure enterprise deals while building the GTM playbook from the ground up. You’ll own the full sales cycle across, to include lead generation, across high-value segments such as mobility, logistics, on-demand apps, and marketplaces — shaping both revenue growth and category definition. As an early commercial hire, you’ll work closely with founders, engineering, and solutions teams to influence product direction through real customer insights. This role is ideal for a builder-seller who thrives in ambiguity and wants to help define a new enterprise category in a fast-moving AI company.

Requirements

Proven track record as a top-performing full cycle account executive at early-stage to growth-stage B2B SaaS companies, with consistent quota achievement of 150%+
Enterprise sales expertise with consistent success closing six and seven-figure deals ($100K - $1M+ ACV) as an individual contributor
Curious mindset to be reinventing processes and experimenting with different ideas
Rapid iteration skills - you can test new approaches, learn from results, and adapt your strategy weekly, not quarterly
Strategic thinking combined with flawless execution - you can develop your own approach AND close the biggest deals yourself
Technical product expertise - experience selling complex and technical vertical products (AI/ML, deeptech, fintech, or similar) to sophisticated buyers
Deep understanding of US mobility, logistics, marketplace, or on-demand app companies and the challenges they face, through direct experience or significant experience selling to at least one of the industries
Willing to travel extensively (25%+ of time) to build relationships and close enterprise deals across the US, with some travel to the London office
Based in or around New York with established professional networks - with an understanding that deals often need doing in person

Nice To Haves

Deep experience and connections within enterprises across at least 1-2 of our target verticals (you have sold to the top logos and already build deep relationships)
Venture-backed startup experience through multiple funding rounds
International sales experience managing across different time zones and markets
Strong personal brand and thought leadership presence in enterprise sales
Previous experience at unicorn or IPO companies during high-growth phases
Growth hacking or demand generation experience to support your own pipeline
Advanced CRM and sales automation expertise (HubSpot)

Responsibilities

Drive Explosive Enterprise Revenue Growth
Own and exceed an aggressive quota, building toward $1M+ in personal ARR through new enterprise wins and strategic expansions.
Lead complex six- and seven-figure sales cycles with US mobility, logistics, marketplace, and on-demand app teams.
Build and optimise a high-output personal sales engine, moving from founder-led sales to a repeatable enterprise motion.
Lead Market Discovery & Category Definition
Establish Captur as the category leader in on-device, real-time visual verification for compliance, proof, and automation workflows.
Identify, test, and prioritise high-value US market segments — from delivery/logistics giants to on-demand ops, mobility fleets, and marketplace platforms.
Rapidly experiment with US-specific messaging, ICP hypotheses, and outbound motions, feeding insights back into GTM strategy.
Build World-Class Sales Efficiency & Playbooks
Design and implement elite personal sales methodologies (discovery frameworks, demo flows, validation steps) to maximise throughput and close speed.
Establish personal metrics, forecasting discipline, and operating rhythms that demonstrate top-1% AE performance.
Create repeatable processes, templates, and playbooks that will form the foundation of Captur’s future US sales organisation.
Drive Product-Market Fit Through Customer Insights
Partner with Solutions Engineering and Product to shape technical validation steps, pilot structures, and integration requirements based on real customer needs.
Lead high-stakes POCs, sample-set evaluations, and on-device model tests that prove Captur’s real-time accuracy and ROI.
Capture learnings to develop case studies, customer references, and narrative proof points that power the broader GTM engine.
Shape Captur’s US Commercial, Product & Expansion Strategy
Collaborate with founders and commercial leadership to refine US pricing, packaging, and enterprise contract strategy.
Influence product roadmap direction with market intelligence on compliance workflows, model requirements, edge deployment needs, and enterprise governance.
Support fundraising and executive initiatives through deep market insight, customer introductions, and strategic account development.