GTM Lead

About the role

Founding GTM Lead — AI Solutions (Sydney)

About the job

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 — 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.

Role

As 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 organisations
Run consultative "chemistry calls" and deeper scoping sessions with senior stakeholders to diagnose real business problems
Work closely with the technical/research team to shape proposed AI solutions
Develop relationships with strategic partners and the broader Australian AI ecosystem
Represent the business at industry events and networking opportunities
Manage opportunities through proposal, negotiation and close
Help shape the Australian go-to-market strategy as the business scales

This 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.

Salary

AUD $130,000–160,000 base + Super + Uncapped Commission + Equity Opportunity

Expectations

Build a qualified pipeline largely from outbound/inbound engagement (LinkedIn, events, partnerships)
Progress opportunities through a defined sales motion: chemistry call → scoping session → proposal → paid discovery engagement
Typical deal sizes are significant — this is not a high-volume, low-value sales motion
Own the numbers end-to-end with founder support on later-stage/technical conversations

Requirements

Must have:

4–8 years' experience in B2B technology sales or business development
Experience selling complex technology, consulting, or digital transformation projects
Confidence engaging C-suite and senior decision-makers
An entrepreneurial, self-starting mindset — comfortable building a market presence without an established local team to lean on

Nice to have:

Experience selling AI or AI-related services specifically
Background in MSP/managed services or consulting-style selling
Prior startup experience