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

career•Santa Monica, CA

11h•Hybrid

About The Position

Capsure is an AI-powered compliance platform purpose-built for the clean energy industry, automating the verification of Prevailing Wage and Apprenticeship (PWA) requirements under the Inflation Reduction Act. These compliance obligations determine whether renewable energy developers keep or lose their IRA tax credits, with single projects carrying $50M+ in tax credit exposure. Capsure's AI system ingests certified payroll data, validates it against DOL wage determinations and apprenticeship program requirements, surfaces violations in real time, and generates the audit trail for tax credit certification. The company is backed by AI Fund (Andrew Ng) and AES Clean Energy, which serves as an anchor design partner and early customer. The product is built, the first customer relationship is deep, and the pipeline is building. This role is the first sales hire, focusing on building, warming, and closing the pipeline. The team is small and intentional, operating lean and expecting the Head of Sales to use intelligent tools to scale efforts, moving fast and treating leverage as a core competency. This role involves building the commercial foundation of the company alongside the CEO, shaping the GTM function over the next 12 months.

Requirements

Done outbound B2B sales or business development before.
Know what a cold email that gets a reply looks like.
Genuinely AI-native, having built working workflows using LLMs or automation tools, and can show what they look like (not a portfolio of prompts).
Operated without a playbook at a small company and did not hate it.
Write well, person-to-person well, making a busy executive feel understood.
Want to own a function, not inherit one.

Nice To Haves

Preference for onsite in our HQ in Santa Monica, CA (remote considered for the right candidate).
Some exposure to cleantech, energy, construction, or regulated industries.
Comfortable with tools like HubSpot, Apollo, Clay, or their AI-native equivalents.

Responsibilities

Own the Outbound Engine
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.
Shift to strategy, relationships, and closing as AI agents take over the repetitive layer.
Build RevOps Infrastructure
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.
Co-Create Content That Opens Doors
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.
GTM Partner to the CEO
Report directly to the CEO with real-time collaboration on strategy, sequencing, and positioning as we move from first customer to first ten.