Founding GTM Lead at Tungsten in San Francisco, CA

Tungsten scales specialized knowledge work at enterprises without hiring more headcount.

As our Founding GTM Lead, you’ll work directly with the founders to build our sales motion from the ground up. You’ll generate pipeline, own deals through close, and grow existing customer relationships. There’s no fully established playbook: you’ll help define who we sell to, how we communicate value, and what makes the motion repeatable.

This is a hands-on individual contributor role with founding-level ownership.

What you’ll do

• Generate your own pipeline. Identify promising accounts and buyers, develop targeted outreach, and create opportunities through outbound, referrals, and partners.
• Own the full sales cycle. Lead discovery, build the business case, align stakeholders, negotiate commercial terms, and close.
• Turn workshops into signed deals. Take commercial ownership after founder-led workshops, establish success criteria and next steps, and navigate security, legal, and procurement with support from our team.
• Expand existing accounts. Build relationships beyond the initial champion and uncover additional use cases within and across functions.
• Build the playbook with us. Test and refine our ICP, messaging, qualification, pricing, and sales process based on what works.
• Connect customer needs to product decisions. Work with founders and engineering to scope valuable, achievable opportunities and bring customer feedback into product development.

What we’re looking for

• Experience personally sourcing and closing complex B2B software deals, ideally as an early seller at a startup.
• Ability to sell to business owners: understand their workflows, quantify value, identify budget, and build a compelling case for change.
• Experience moving evaluations through enterprise procurement and growing accounts after the first purchase.
• Enough technical fluency to understand AI capabilities, data integrations, and deployment constraints, and explain them clearly to business audiences.
• Comfort working with ambiguity, trying approaches that may fail, and turning what you learn into a better sales motion.
• Strong ownership and follow-through. You can move deals forward independently and know when to bring in the founders.
• Experience selling AI applications or workflow automation is a plus.

Why join

• Founding-level role focused on defining how Tungsten reaches customers, wins business, and grows.
• Help shape the product through direct customer work.Backed by top-tier investors and multiple enterprises already running in production.
• Access to the best operators, capital, and networks in the industry.
• Learn what it takes to build a successful company.
• Work directly with experienced founders with AWS/FAIR/Hugging Face backgrounds and world-class investors.
• Opportunity to have outsized ownership and impact at the earliest stage.