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Job description
Discover and build the commercial machine.
Discover and establish a repeatable commercial motion capable of evolving toward significant, predictable revenue.
Pricing, major contracts, and strategic commitments remain collaborative during the early stage.
The mandate — what exists because you joined
Every leadership hire here must answer one question: what measurable outcomes should exist twelve months later because you joined? This is the working answer — refined together during the process, then written into your offer.
T+90 days — diagnose and set the thesis
Audit existing customers and commercial conversations
Develop ICP hypotheses
Map the buyer/user distinction
Identify the highest-intensity use cases
Personally lead customer conversations
Test multiple positioning approaches
Produce the initial GTM thesis
T+180 days — the system is running
Identify at least one promising repeatable motion
Demonstrate conversion through the pipeline
Establish the pricing/packaging feedback loop
Define sales-cycle benchmarks
Create the revenue forecasting foundation
Document the early GTM playbook
T+365 days — the function is durable
Demonstrate repeatability within the chosen commercial motion
Establish measurable pipeline generation
Demonstrate improved sales efficiency
Build the initial commercial organization only after the motion is proven
Produce evidence supporting the next stage of GTM investment
The evidence bar
The strongest applications demonstrate: Evidence of personally discovering, building, or materially improving a commercial motion — not merely managing one inherited at scale.
Compensation
The approved cash range for this mandate is in final review. It is published here before the process opens, and stated plainly in the first conversation — we do not make compensation a discovery exercise.
Commercially accountable mandate — includes a clearly defined performance-linked component on top of base cash.
We never ask candidates for payment, equipment purchases, passwords, or banking credentials. Verify anything suspicious with us directly before sharing personal information.
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Worksite address
wilmington, DE, 19894, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.