Founder's Office - GTM

Why this role exists

We are trying to answer one question: which specific job, for which specific US buyer, gets someone to pay us. We have competing hypotheses and not enough data. Until that is settled, everything downstream (the sales hire, the ad spend, the content plan) is guesswork.

You are the instrument we use to settle it. This is not a role where you shadow a founder and summarize meetings. You will build the target lists, write and send the outbound, sit on the calls, and own the notes that turn a pile of rejections into a positioning decision.

What you'll actually do

First, get loaded. Learn the product well enough to run a live demo of a couple of workflows without help. Read every call recording and every cold reply we have received. Build the first target account list against a written ICP spec: real companies, verified contacts, disqualifications logged with reasons.

Then, run the wedge test. Competing positioning hypotheses, tested head to head with founder-signed cold email. You own list build, enrichment, sequencing, deliverability hygiene, and the reply log. Every reply gets coded: interested, wrong problem, wrong person, no budget, silence. At the end you present which hypothesis produced meetings and why, with the reply data rather than a narrative.

Then, build the machine that works. Depending on what the test says, that means some combination of: scaling outbound on the winning message, prepping founder calls with real account research (their tool stack, their org chart, their recent hires, their public pain), maintaining CRM truth, drafting the sales collateral we keep not writing (security one-pager, pilot agreement, objection handling doc), and running competitive research on Glean, Dust, and whoever shows up next.

Throughout. You write the weekly GTM update: what was sent, what came back, what it means, what changes next week. One page. It goes to the whole company.

The bar

We evaluate on outputs, not effort:

What we look at What good looks like Target lists Every account defensible on its own terms, disqualifications logged rather than deleted Outbound Personalized well above template level, at real volume, without dropping quality Deliverability Clean domain, clean bounce rate, no shortcuts that cost us the sending domain Meetings Booked with people who can actually buy, not whoever will take a call The wedge test Concluded, defensibly, with data we can act on Collateral Sales artifacts drafted, shipped, and used on live calls

A wrong hypothesis killed cleanly and early is worth more to us than a calendar full of meetings with the wrong buyers.

Who this is for

You can write an email an US VP of Operations actually replies to. This is the hardest skill in the role and the one we screen hardest for.

You are comfortable being told your work is wrong, and you would rather find out early than late.

You can find things: a company's tool stack from a job posting, a decision maker from a podcast appearance, a budget cycle from a filing.

You are technical enough to be dangerous. You can wire up an automation, read an API doc, and understand what "self-hosted deployment" means to a security team.

You want to be in GTM. Not consulting, not product, not "exploring."

Who this is not for

Anyone who needs a defined process to work inside. There is not one yet, and building it is the job.

Anyone who wants strategy without execution. You will spend real hours in a spreadsheet verifying email addresses.

Anyone who cannot hold the US overlap consistently. That overlap is non-negotiable, and it is why the role works.

How to apply

Do not send a cover letter. Send the following to careers@trylibra.ai with the subject line GTM Intern, [Your Name]:

A target account list you build yourself. US companies you believe would pay for Libra. Company name, why them in one line, the named person you would contact, and their title. Spreadsheet or doc, your call.

Cold emails to a few of those named people. Short. Different companies, not the same email templated.

One paragraph on which account you think is the worst fit on your own list, and why you left it in.

We read the third one first.

Applications reviewed on a rolling basis. If your list is good, you will hear from us shortly.