Head of Go-to-Market (GTM)

Summary

Join a venture-backed startup studio as the first dedicated Go-to-Market (GTM) lead, shaping and executing the GTM strategy from defining the target audience and refining product positioning to securing initial customers. This role involves co-creating and executing the company’s GTM and sales strategy, identifying customer segments, defining positioning, and testing acquisition channels. You will also conduct direct outreach, gather user feedback, and iterate on features and GTM materials. The position requires setting up initial GTM processes and working closely with product, engineering, and founders. As a one-person GTM unit, this is a hands-on role combining product marketing, strategic sales, and customer development. This is an opportunity to be an integral part of an early-stage company, directly influencing its growth trajectory.

Requirements

• At least 5+ years of experience in B2B SaaS, ideally in roles that combined sales, product marketing, and/or business development
• Proven success in early-stage, ambiguous environments—e.g. launching or testing MVPs, working pre–product-market-fit, developing new categories or vertical
• Track record of successful cold outreach (email/LinkedIn/calls), prospecting, and direct selling
• Strong grasp of strategic product positioning, GTM experimentation, and early-stage value proposition development
• Understanding of AI or software tools and the ability to engage with technical stakeholders
• Experience with CRM tools (e.g. HubSpot, Pipedrive) and structured pipeline management
• High level of independence, curiosity, and an ownership mindset
• Full professional proficiency in Polish and English

Responsibilities

• Co-create and execute the company’s GTM and sales strategy with the Founders
• Co-own the company’s strategy to identify the right customer segments, define positioning, and test acquisition channels to validate product-market fit
• Deep dive into user personas, understand pain points, and shape compelling narratives that resonate with decision-makers in companies bidding for public tenders
• Early customer acquisition: Drive direct outreach efforts (cold emails/calls, discovery calls, demos) to engage early adopters, understand their needs, and convert them into paying users
• Systematically gather feedback from conversations and iterate on features, use cases, and GTM materials
• Set up initial GTM processes, metrics, and tooling to support repeatable, scalable growth in future phases
• Work closely with product, engineering, and founders to ensure alignment between product development and market needs
• Lay the groundwork for future team building in marketing, sales, and customer success as traction grows

Preferred Qualifications

• Familiarity with the Polish public procurement ecosystem is a major plus
• Experience working with or selling to sectors such as construction, production, engineering, architecture, energy, or waste management—especially if public tenders were involved
• Background in helping build early sales/marketing functions or GTM teams from scratch

Benefits

• Fixed remuneration - at least 17 000 PLN net B2B + VAT
• Variable bonus based on performance
• A package of shares of the co-created startup
• Variable bonus based on performance
• The opportunity to be an integral part of an early-stage company, directly influencing its growth trajectory
• A collaborative, innovative, and technology-driven work environment