Janea Systems

Head of Go To Market

Janea Systems

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

Tech Stack

Cyber Security

About the role

  • Validate and refine BigFilter’s initial GTM strategy
  • Scale pilot and design-partner traction
  • Define the foundation for a repeatable enterprise GTM motion
  • Evaluate and refine our initial GTM hypotheses (ICP, buyer, use cases, channels, pricing).
  • Pressure-test what we believe vs. what the market actually responds to.
  • Identify which segments show real urgency and buying intent (e.g., MSPs, MSSPs, mid-market / enterprise security teams).
  • Own and scale our pilot program beyond initial design partners.
  • Convert qualified prospects into pilots with clear success criteria.
  • Work closely with customers to validate value, deployment model, and buying process.
  • Turn pilot learnings into concrete GTM and product insights.
  • Lead structured customer discovery across buyers, influencers, and end users.
  • Refine messaging, positioning, and use-case narratives based on real conversations.
  • Translate insights into clear ICP definitions and qualification criteria.
  • Explore and validate early enterprise sales motions (direct vs. partner-led).
  • Identify and develop relationships with MSPs, MSSPs, and strategic ecosystem partners.
  • Help determine where BigFilter’s product fits in existing security stacks and workflows.
  • Own early CRM strategy, pipeline hygiene, and reporting.
  • Develop foundational GTM assets (pitch decks, one-pagers, pilot briefs, demos).
  • Build the early GTM operating rhythm that future hires can scale.
  • Work closely with the CEO/CTO and product team to align GTM learnings with MVP priorities.
  • Act as the voice of the customer internally.
  • Help shape pricing, packaging, onboarding, and customer success motions.

Requirements

  • Former founder, early GTM leader, or senior sales/marketing leader at an early-stage cybersecurity startup.
  • Deep understanding of B2B cybersecurity buying motions, especially via MSPs/MSSPs or mid-market / enterprise IT.
  • Proven experience operating in pre-PMF or early-PMF environments.
  • Comfortable with hands-on outreach, discovery calls, and relationship building.
  • Strong strategic thinker who can also execute day-to-day.
  • Highly autonomous, structured, and comfortable operating with limited data.
  • Builder mindset: enjoys creating clarity where none exists.
Benefits
  • Rare opportunity to shape GTM before scale locks in the wrong answers.
  • Direct influence on product direction, company strategy, and funding outcomes.
  • High trust, high ownership role with a technically strong founding team.
  • Path to long-term leadership as BigFilter scales post-funding.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
GTM strategycustomer discoverypipeline hygieneCRM strategysales motionsmessagingpositioningvalue validationproduct insightsenterprise sales
Soft Skills
strategic thinkingrelationship buildingautonomystructuredexecutionclarity creationleadershipcommunicationcollaborationcustomer advocacy