Founding GTM lead

Founding GTM Lead | AI Solutions | Sydney, Australia | $260k -$320k OTE (50:50) | Equity Opportunity About the client Our client is an AI research and development lab expanding into Australia after two years of strong growth in the UK. Rather than building generic AI tools, they design and deploy bespoke, production-grade AI and ML systems, including multi-agent architectures, custom machine learning models, and intelligent automation, for mid-market and enterprise organisations. Their UK team includes PhD-level research scientists and has delivered work for major broadcast and media clients. This is the first commercial hire for their Australian entity, a genuine ground-floor opportunity to build the business from scratch alongside the founders.THE ROLEAs Founding GTM Lead, you'll own new business generation for Australia from day one. Day to day, you'll:Build and manage a sales pipeline from scratch across mid-market and enterprise organisationsRun consultative discovery and deeper scoping sessions with senior stakeholders to diagnose real business problemsWork closely with the technical/research team to shape proposed AI solutionsDevelop relationships with strategic partners and the broader Australian AI ecosystemRepresent the business at industry events and networking opportunitiesManage opportunities through proposal, negotiation and closeHelp shape the Australian go-to-market strategy as the business scalesThis is a consultative sale, not a demo-driven product pitch. Deal sizes are substantial, and sales cycles can range from a few weeks to several months depending on complexity.WHAT YOU'LL DOBuild a qualified pipeline largely from outbound/inbound engagement (LinkedIn, events, partnerships)Progress opportunities through a defined sales motion: discovery call, scoping session, proposal, paid discovery engagementTypical deal sizes are significant; this is not a high-volume, low-value sales motionOwn the numbers end-to-end with founder support on later-stage/technical conversationsWHAT YOU BRING4–8 years' experience in B2B technology sales or business developmentExperience selling complex technology, consulting, or digital transformation projectsConfidence engaging C-suite and senior decision-makersAn entrepreneurial, self-starting mindset, comfortable building a market presence without an established local team to lean onNICE TO HAVEExperience selling AI or AI-related services specificallyBackground in MSP/managed services or consulting-style sellingPrior startup experienceWhy Apply? Become the founding commercial hire in a market with genuine white space, not an inherited or crowded territoryWork directly with the founders, with real influence over strategy and no layers of bureaucracy in the waySell genuinely advanced, technically credible AI solutions Uncapped commission plus equity upside as the business scales in AustraliaSignificant career runway, with the opportunity to build and lead the local commercial function as headcount growsInterested? Click Apply or reach out via LinkedIn or send a message. We'd like to hear from you.