Job Description
Founding GTM Lead
A GTM athlete who closes deals, owns pipeline, sources leads, and builds the AI systems that multiply all of it. Very high agency, very fast learner.
What we do
More and more buying starts with AI. Buyers ask AI assistants what to buy, and increasingly those assistants research, compare, and even purchase on a person's behalf. That makes the way AI describes a company to a buyer almost as important as the company's own website. Most brands have no idea what AI says about them, and no way to change it. We give them both: we measure what AI models actually believe about a brand, and we help reshape those beliefs through the proof points the company puts into the world.
In other words, Unusual helps brands position themselves to appeal to their growing AI audience.
Why this role exists now
We've grown fast with essentially one person running marketing and sales part-time. That's already proven that companies, from Fortune 100 to "Big Five" marketing agencies, want this and will pay real money for it. The outbound we run today gets reply rates in the double digits (a recent campaign ran around 13%) because every company is thinking and worrying about this, and many have carte blanche buying mandates.
Now we need someone to take the demand we've created and the motion that already works, land and expand it, systematize it so it scales, and then experiment in new directions to find the next channels and segments.
What you'll own
The whole go-to-market motion, with you at the center of the part that can't be automated. You'll:
Close. Run discovery and sales calls with operators and executives, and carry deals to signature. This is the heart of the role and the one thing we'll never hand to a machine.
Manage pipeline. Own your pipeline end to end and keep every deal moving.
Source. Generate leads across channels now, then make yourself the last person who ever has to do it by hand.
Build the machine. Work directly with the founders to design the AI systems, workflows, and automations (Claude Code or another agent as your force multiplier) that source, qualify, and nurture, so one person produces what used to take a team.
The job is as much building as selling. You do the work by hand where you need to, and you're always building the system that makes it unnecessary next time.
Who you are
You can sell. You've run real sales conversations and closed, ideally in an unstructured, early-stage setting where the playbook didn't exist yet.
You're extremely high agency. You create structure where none exists, and you don't need to be managed closely to perform.
You learn fast. You pick up new tools and domains quickly, and you know the difference between what you know and what you don't.
You're AI-native or sprinting there. You already use Claude Code, or you're hungry to, and you want to build the systems that multiply you.
Bonus points for being an early or founding sales hire (or selling your own product as a founder), automated outbound flows you've built with AI tools, selling complex technology to non-technical buyers, an engineering background, or a competitive sport.
Compensation
$100–300k on-target (base plus uncapped commission), depending on experience and ramp, with potential for founding equity.
The same way AI tools make a great engineer 10x or 30x more productive, they will do the same for a great go-to-market athlete. The more you multiply yourself, the more you make, without limits.
Who we are
We're backed by Y Combinator and the first investors in SpaceX, Uber, Stripe, Clay, and Notion.
Our values:
Character comes first. We only work with people we deeply trust and respect. It makes the work more fun, more freeing, and more effective.
Stay in touch with customer pain. Everyone at Unusual works in the customer service department.
Whatever it takes. When we know what we must do, we don't take shortcuts or shy away from huge, ugly challenges. We work hard, and now and then we sprint.
Will Jack (cofounder and CEO) has worked in AI research since 2014 and is the technical force behind our approach. He previously founded Khosla- and Greylock-backed Remedy Health, and worked at SpaceX after studying at MIT.
Keller Maloney (cofounder) was head of growth at 8VC-backed Gatsby, has made over 15,000 cold calls in his life, and has built AI applications since 2019.
Sarah Xu (Head of GTM) is a repeat GTM builder with deep empathy for heads of growth and agencies. She drove 10X growth at Circle Medical (YC W17), built Ambience Healthcare's GTM from pre-revenue (which went on to raise $350M from Oak HC/FT, Kleiner Perkins, OpenAI, and a16z), and designed growth engines at Google.