Remote Founding AE (£100k base x 2 OTE) in Cambridge

We are working exclusively with our client to find a Remote Founding AE / GTM Lead.

About: We’re partnering with a profitable and VC-backed workforce learning platform, helping organisations align employee development, capability building, and workforce transformation at scale. Having initially grown through inbound demand, referrals, and founder-led selling, the business has built a strong customer base across technology, gaming, and consumer sectors, supporting globally recognised enterprise brands. Following a major product evolution over the last 18 months, the company is repositioning itself around AI-enabled workforce capability, learning governance, and organisational transformation. As part of this next phase, they are hiring a Founding Account Executive to help shape the business's future commercial engine.

This is a highly entrepreneurial opportunity to work directly alongside founders and leadership to build outbound motion, refine market positioning, and help scale a modern enterprise GTM function from the ground up.

• Key Highlights:

• Profitable and well-capitalised business with ~£4m ARR and a lean team of ~13 employees, having spent the last 18 months focused on product evolution, operational efficiency, and long-term sustainability.
• Trusted by globally recognised brands including Microsoft Gaming, Activision, Epic Games, Ocado, and Flutter, with ~55 customers today and ~24 customers contributing ~£2.4m ARR across the core enterprise customer base.
• Highly credible and entrepreneurial leadership team, with the founder personally responsible for closing several of the company’s largest £200k+ ARR deals through deep relationships across the HR and People ecosystem.
• Leadership has successfully navigated a major strategic reset over the last two years, including rebuilding the product narrative, implementing AI internally to drive operational efficiency and profitability, and repositioning the platform around workforce capability and organisational transformation.
• Strong customer ROI centred around reducing reliance on large internal L&D teams, improving governance and visibility around learning spend, enabling more purposeful employee development, and increasing utilisation and effectiveness of learning budgets.
• Significant product evolution underway, repositioning the business from a traditional learning marketplace toward an AI-enabled workforce capability and organisational transformation platform aligned to broader AI adoption and future-of-work trends.
• Founding AE opportunity with genuine influence across outbound strategy, market positioning, sales process creation, and broader GTM development, with clear progression toward future Head of Sales responsibility based on performance and impact.
• Culture built around trust, integrity, adaptability, entrepreneurial thinking, and long-term relationship building, with leadership valuing initiative and strategic contribution over transactional sales behaviour.

Role:

• Owning and executing the full sales cycle end-to-end across mid-market and enterprise organisations, from outbound prospecting and discovery through to negotiation, close, and strategic account growth.
• Building outbound pipeline from scratch through a combination of creative prospecting, relationship-led engagement, referrals, LinkedIn, events, networking, and founder network leverage.
• Running highly consultative discovery conversations with HR, People, Learning, Transformation, and wider executive stakeholders around workforce capability, AI adoption, organisational effectiveness, and digital transformation.
• Positioning the platform beyond traditional L&D software by leading strategic conversations around workforce development, capability alignment, learning governance, and future-of-work transformation.
• Working closely with founders and leadership to shape market narrative, refine ICP positioning, test outbound messaging, and evolve the broader GTM strategy.
• Collaborating closely with customer success and leadership to ensure strong customer fit, successful onboarding, retention, and long-term expansion opportunities.
• Helping introduce greater structure, process, and repeatability into the commercial function whilst maintaining the agility and adaptability of a founder-led business.
• Feeding market insight, customer feedback, and evolving buyer trends back into leadership discussions and product direction as the business continues to evolve.
• Operating with high levels of autonomy, accountability, and strategic responsibility within a lean, fast-moving environment where execution and initiative are highly visible.

Responsibilities:

• Experience closing new business within a consultative B2B sales environment, ideally selling into mid-market or enterprise organisations.
• Comfortable owning the full sales cycle end-to-end, from outbound prospecting and discovery through to negotiation and close.
• Strong outbound capability across cold outreach, LinkedIn, networking, referrals, events, and creative account engagement strategies.
• Commercially credible and confident leading strategic business conversations with senior stakeholders across HR, People, Learning, Transformation, Operations, and wider executive functions.
• Highly entrepreneurial, self-directed, and comfortable operating in an environment where GTM processes, structure, and playbooks are still evolving.
• Able to build pipeline independently and think creatively around account engagement, commercial opportunities, and routes to market rather than relying heavily on inbound lead flow or structured SDR support.
• AI-led in their approach to sales and commercial execution, proactively leveraging AI and modern GTM tooling to maximise efficiency, improve workflow, enhance prospecting quality, and scale personal output.
• Curious and adaptable, with a genuine interest in AI, workforce transformation, the future of work, and how technology is reshaping organisational development.
• Strong organisational discipline across pipeline management, forecasting, stakeholder coordination, and deal progression.
• Coachable, resilient, and collaborative, with the maturity to work closely alongside founders and senior leadership in a lean, high-accountability environment.

Benefits:

• £90k - £100k base x 2 OTE
• Fully remote working, with occasional team & client meetings in London
• 25 days holiday leave (+ bank holidays), plus additional time off for birthdays, life events, and religious leave
• Generous learning budget through the Learnerbly platform, and extensive learning leave
• Company pension plan and matched contributions
• Healthcare cash plan
• Enhanced parental leave