GTM Lead

The role

This is a critical studio role that expands Philo’s capacity to support and empower our founders and portfolio companies during their first 6-12 months as they begin to capture initial customers and build repeatable GTM processes. As a hands‑on player/coach, you partner with founders and our internal Marketing team to turn early hypotheses into customer conversations and proof points. You bring customer obsession and sales savvy, helping founders clarify who the product is for (ICP), how to tell the story, and how to run a simple sales process from first call to close. Your north star is efficiency: a lightweight, repeatable GTM motion, early wins that increase PMF confidence, and the lean, mean GTM teams.

• Define GTM strategy with founders: select initial segments, articulate ICP pains and value propositions, write clear messaging, and pick the starting channel mix (outbound, partners, micro‑events, limited paid).
• Set up simple revenue operations: configure HubSpot stages and definitions, lead routing, and basic dashboards; keep data clean and usable.
• Publish lightweight inbound: ship a focused landing pages and resources; set up simple lifecycle email campaigns; run small, capped paid tests if warranted.
• Build outbound pipeline: work with founders to create target lists, write and iterate outreach for email and LinkedIn, and run light calling; coordinate a small shared prospecting bench.
• Coach and support founders from first call to close: facilitate qualification and discovery, help map stakeholders, co‑develop simple business cases and proposals, and guide procurement and closing; lead weekly deal reviews and help founders draft one‑page close plans for active opportunities.
• Support founders in developing channel partnerships: identify and prioritize partners together, pilot co‑sell and co‑market motions in partnership, and help scale the ones that produce.
• Define the GTM tech stack: select and continually innovate around a go-to GTM tech stack for deployment across portfolio companies.
• Run meetings‑oriented events: micro‑roundtables/dinners and short webinars that convert to follow‑ups.
• Maintain light enablement: one‑page ICP & problem statements, discovery guides, demo outlines, objection responses, sales process maps, and simple pricing guidelines.
• Help build the team: source and train the first sales and customer success hires for portfolio companies.

• Customer‑obsessed empathy: you listen deeply to users and founders, uncover real pains, and translate them into clear messaging and next steps.
• 4–7 years in early‑stage B2B/SaaS go‑to‑market; ideally the first GTM hire or growth/sales lead at Seed–A or similar.
• Proven sales chops: you’ve personally taken multiple deals from first meeting to signed contract and can teach discovery, qualification, stakeholder mapping, negotiation, and closing.
• True player/coach: you can write copy, build landing pages, and join customer calls; you enjoy coaching founders on live deals.
• Context‑switching across multiple companies: comfortable juggling several industries and products at once while keeping quality high.
• Comfort with limited data: make clear decisions, run small tests, learn quickly, and adjust without analysis paralysis.
• Comfortable with HubSpot and basic analytics; familiarity with prospecting and outreach tools.
• Multiplier mindset: you uplevel everyone around you through coaching, best practices, and positivity.
• Builder bias and cost discipline: AI‑first, partner closely with the internal Marketing team, and spend only when it clearly pays back.

• Experience running a small SDR pod or managing customer success motions.
• Prior partner/channel experiments that produced pipeline quickly.
• Domain exposure in our current verticals.