Head of GTM, North America

adaption

Head of GTM responsible for defining sales strategies and building relationships in North America for a category-defining AI company.

Posted 7/18/2026full-timeRemote • California • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in full-cycle sales ownership, from cold outreach to closing, while effectively building relationships and understanding the AI tech stack. Capable of translating market feedback into actionable product requirements and automating processes for efficiency.

Highest-signal resume keywords

Full-Cycle Sales OwnershipRelationship BuildingAI/Technical UnderstandingExceptional CommunicationGTM Stack Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Asset DevelopmentTechnical DiscoveryLead Sourcing AutomationData EnrichmentSales Process Optimization

Soft Skills

Trust BuildingConviction SellingClarity in CommunicationScrappy Problem Solving

Tools & Technologies

CRMSequencing ToolsData Enrichment Tools

Industry Keywords

Ideal Customer ProfileHigh-Growth StartupFounder-Led SellingGTM StrategyLLM Integration

About the role

Key responsibilities & impact

Architect the Playbook: Define our ICP (Ideal Customer Profile), design our outreach sequences, and build the initial sales assets (decks, demos, white papers).
Full-Cycle Ownership: From cold outbound and technical discovery to procurement and closing.
Work the Room: Show up where our buyers actually gather - the conferences, the dinners, the industry events. A large share of our pipeline will come from relationships you build face-to-face rather than just from a sequence.
The Feedback Loop: Distill complex prospect objections into actionable product requirements. You are the bridge between "what the market wants" and "what we build."
Tech Stack Ownership: Stand up the GTM stack (CRM, data enrichment, sequencing tools) with an eye toward automation and clean data from Day 1.

Requirements

What you’ll need

The "Early Stage" Pedigree: 4-8 years of experience, ideally as a founding or "first 5" sales hire at a high-growth Series A/B startup. You've seen the transition from "founder-led selling" to "scaled GTM".
Founder DNA: Bonus points if you've founded something of your own. Even if you haven't, you've sold with no brand behind you - just conviction - and you know exactly what that takes.
The Relationship Builder: You play the long game. You'd rather earn genuine trust over months than blast volume, and your best deals come from people who believe in you.
AI/Technical Native: You understand the modern AI stack. You can explain the trade-offs of different LLMs or integration patterns to a CTO without needing a Sales Engineer to join the call.
The "Builder" Mindset: You find manual tasks (like lead sourcing) annoying enough to automate them, but you're scrappy enough to do them by hand if it means closing a deal.
Exceptional Communication: You write with clarity and punch. Whether it's a LinkedIn post, a cold email, or a Board update, your communication is your superpower.

Benefits

Comp & perks

Flexible work: In-person collaboration in the Bay Area, a distributed global-first team, and quarterly offsites.
Adaption Passport: Annual travel stipend to explore a country you've never visited. We're building intelligence that evolves alongside you, so we encourage you to keep expanding your horizons.
Lunch Stipend: Weekly meal allowance for take-out or grocery delivery.
Well-Being: Comprehensive medical benefits and generous paid time off.