Founding GTM
There is no funnel yet. Your job is to make one. You will sit between the founder, the product, and the first paying customers, and you will own the conversation that turns curiosity into commitment.
The shape of the work.
Basan is an early-stage agentic security company. The first hundred customers will not come from outbound automation or paid ads. They will come from sharp conversations with engineering leaders and security teams who have a real problem and want to try something different.
This role owns those conversations. You are not a quota-carrying AE waiting for leads. You are a founding GTM hire helping shape what we sell, who we sell it to, and how the first version of the motion actually works.
Four things that matter on day one.
Land design partners
Source, qualify, and close the first ten to twenty design-partner customers. You decide who is a fit and who is a distraction.
Run the discovery loop
Every conversation is research. Capture what buyers actually say, feed it into product and positioning, repeat until the wedge is sharp.
Own pricing experiments
Pricing is unsolved. You will run real tests with real customers and decide what sticks before we lock anything in.
Build the first GTM playbook
Write down what works so the next hire can ramp without rebuilding. Outbound templates, qualification framework, demo flow, all of it.
Must-haves
- Founding-AE or GTM-zero experience at a devtools, security, or infra startup. You have done this before, ideally at the early stage.
- Real fluency in how engineering and security buyers think. You can hold your own with a CISO and a staff engineer in the same call.
- Willingness to write. Writing is how decisions are made and how customers are reached here.
- High agency. Early stage means the playbook does not exist yet, and you are the one writing it.
Nice to have
- Background as a security engineer or developer who moved into GTM.
- Existing network of CISOs, heads of security, or VP-Engineering at fast-moving companies.
- Have run a design-partner programme before, end to end.
- Strong opinions about why most security GTM is broken.
“I would rather hire one person who has obsessed about an early GTM motion than ten reps with quotas. The person who takes this on shapes how Basan reaches everyone who comes after.”
Sound like the role you have been looking for?
Send a short note about what you have built, what you are working on now, and why this caught your eye. No cover letter theatre.