Founding GTM

This is a founding go-to-market role focused on building the early revenue engine alongside the Founder. The role involves owning outbound and pipeline creation from day one and progressively taking on more of the full sales cycle as the process becomes more refined and repeatable. The goal is to convert initial Ideal Customer Profile (ICP) hypotheses into a consistent pipeline and early "lighthouse" wins, and then develop a sales playbook that can scale into a team.

This is a highly visible role where your work will directly influence client outcomes, business growth, and the speed at which the company can scale high-quality legal delivery.

Key Responsibilities:
- Define and validate the ICP by identifying the highest-converting customer profiles, buying personas, and entry points, and turning learnings into a clear targeting strategy.
- Build a repeatable pipeline engine by establishing and running outbound and referral loops to generate qualified conversations.
- Run discovery and qualification by leading intro/discovery sessions, diagnosing pain points with credibility, and continuously iterating messaging, value proposition, and qualification based on market feedback.
- Drive deals to close by managing a simple, high-tempo deal process, initially with the Founder as needed, and increasingly owning closes end-to-end.
- Codify the playbook and cadence by implementing CRM/process, pipeline hygiene, and lightweight forecasting, and documenting ICP, messaging, stages, scripts, and objection handling.
- Lay the foundations to scale the team by helping define the next go-to-market hires and supporting onboarding/ramp into the playbook once the motion is working.

The role requires a senior individual contributor with strong ownership instincts and the judgment to build a go-to-market function from first principles without waiting for perfect information. The candidate should have a track record of building pipelines and closing early customers in an ambiguous, pre-playbook environment, consultative selling experience into senior stakeholders, and the ability to translate wins/losses into improved messaging and processes.

The role is remote-first with a preference for time zone overlap between GMT-5 and GMT+1, with options to work from offices in London or New York.