GTM - sales

About the Role

WHO WE ARE: We are the team behind Fi Money — a financial platform used by 3 million+ people across India. Over six years of building and scaling Fi, we became obsessive about one thing every engineering organisation struggles with: real signal on how engineering teams actually work. Not vanity metrics. Not activity tracking.

Velocity, delivery health, bottlenecks — the gap between what gets planned and what gets shipped. We built internal tools to solve this for ourselves. Then we realised the problem was universal and nobody had solved it well for the AI era. ai is the result — an engineering intelligence platform for modern engineering organisations.

We are small, focused, and expanding into North America. WHY THIS ROLE EXISTS: This is the operator who sits at the intersection of sales, marketing, and ops — owning the systems, the tooling, and the outcomes. You will define the playbook, build the ecosystem, and set the tone for how we go to market.

Over time, this person partners with the US GTM Lead as the India-based pipeline and intelligence engine for the North America motion.

WHAT YOU WILL OWN • Own the outbound lead generation motion end-to-end — identifying the right companies and personas to target, building and enriching contact lists, and running multi-step outreach sequences across email, LinkedIn, and phone.

• Define and refine our Ideal Customer Profile (ICP) — who we sell to, what problems they have, and what messaging gets them to respond. • Build and manage the GTM tech stack — tool selection, workflow automation, and licensing decisions across data enrichment, CRM, email sequencing, and calling tools.

• Run outbound campaigns targeting VP Engineering, CTO, and CPTO personas at growth-stage companies. Test messaging, optimise reply rates, and iterate based on what works. • Own CRM hygiene — lead scoring, pipeline tracking, stage management, and reporting that gives the founding team real visibility.

• Feed market intelligence back — what resonates, what objections come up, which segments respond best. • Align with and support the US Founding GTM Lead — acting as the India-based pipeline and research engine for the North America motion.

• This role carries a defined sales target — you will be measured on pipeline generated and meetings booked, not just activity. WHAT WE ARE LOOKING FOR: • 3–5 years in outbound lead generation, sales development, or GTM roles at a B2B SaaS company. • Track record of building pipeline from scratch.

Quota attainment, meetings booked, pipeline generated numbers matter.

Job Details

Experience: targeting C-suite buyers (CTO, VP Engineering, CPTO, CPO) — not IT procurement or generic enterprise sales. • Strong enough understanding of tech products to hold a credible conversation and write intelligent outreach. Excited to sell a new category. GTM Tooling: • Data enrichment — Clay, Apollo, ZoomInfo, Clearbit, or equivalent. • Email sequencing & deliverability — Instantly, Smartlead, Outreach, Klenty, or Lemlist. • CRM — HubSpot or Salesforce. Pipeline management, workflow automation, and reporting. • Calling tools — auto-dialers such as Aircall, JustCall, or similar. • LinkedIn prospecting — Sales Navigator, Expandi, HeyReach, or equivalent. • GTM tooling costs — you can evaluate, recommend, and manage a lean stack without overspending. Mindset: • AI-native — you use LLMs, Clay AI, and custom workflows to personalise at scale and do more with less. • Self-directed and outcomes-oriented — you write the playbook, you don’t wait for one. • Comfortable with ambiguity and early-stage pace — you move faster because of it, not despite it. • Available for US East Coast overlap (approx. 3–10 PM IST) when pipeline activity and US team coordination requires it. YOU WILL LOVE THIS IF: • You want to own the GTM motion — not execute tasks handed down by someone else. • You want to set the tone for how a company enters a new market and builds its commercial identity. • You believe engineering intelligence is a real category — early, underserved, and about to matter enormously as AI changes how software gets built. • You want equity that could genuinely matter, with a founding team that is in the trenches alongside you. • You want a role with a natural growth path into GTM leadership as the company scales.