Head of Sales-Capsure (first sales hire-individual contributor)

AIFund • Santa Monica, CA

20h • Hybrid

About The Position

Capsure is an AI-powered compliance platform designed for the clean energy industry. It automates the verification of Prevailing Wage and Apprenticeship (PWA) requirements under the Inflation Reduction Act, which are critical for renewable energy developers to retain IRA tax credits. The platform ingests certified payroll data, validates it against DOL wage determinations and apprenticeship program requirements, identifies violations in real time, and generates the necessary audit trail for tax credit certification. Capsure is backed by AI Fund (Andrew Ng) and AES Clean Energy, serving as an anchor design partner and early customer. The product is built, the first customer relationship is established, and the pipeline is growing. This role is the first sales hire, an individual contributor responsible for building the commercial foundation of the company, including pipeline generation, warming, and closing deals. The team operates lean, leveraging AI tools to maximize efficiency and expects this role to operate with an AI-native mindset, building the GTM function from scratch alongside the CEO.

Requirements

• You have done outbound B2B sales or business development before.
• You know what a cold email that gets a reply looks like.
• You are genuinely AI-native. You have built working workflows using LLMs or automation tools, and you can show us what they look like.
• You have operated without a playbook at a small company and did not hate it.
• You write well. Person-to-person well. The kind that makes a busy executive feel like you understand their problem.

Nice To Haves

• Preference for onsite in our HQ in Santa Monica, CA but remote considered for the right candidate
• Some exposure to cleantech, energy, construction, or regulated industries a plus
• Comfortable with tools like HubSpot, Apollo, Clay, or their AI-native equivalents strongly preferred
• You want to own a function, not inherit one.

Responsibilities

• Build and operate our outbound motion from scratch: ICP lists, sequencing, messaging, and iteration.
• Use AI tools heavily to scale what one person can do: automated research, personalized outreach at volume, signal-based prospecting.
• Manage pipeline cadence and be present in early sales conversations alongside the CEO, eventually running discovery calls independently.
• Set up and own our CRM: data model, pipeline stages, and reporting that tells us what is working.
• Establish lightweight processes for outreach, follow-up, and handoff that can scale with a small team.
• Partner with the CEO on the content that warms the market: case studies, one-pagers, email sequences, and LinkedIn.
• Help ensure messaging lands differently depending on who is reading it.
• Report directly to the CEO with real-time collaboration on strategy, sequencing, and positioning as we move from first customer to first ten.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 11-50 employees