Commercial Lead (GTM)

We’re hiring on behalf of an early-stage cybersecurity startup building technology that helps companies tell real humans apart from bots, scripts, and AI impersonators. As AI accelerates, distinguishing people from machines is becoming fundamental to trust, safety, and the future of the internet. Our client is developing advanced bot detection, VPN detection, and device fingerprinting systems used by security-critical organisations, including financial services firms. Having built a strong product foundation, raised seed funding from top-tier investors, and are entering a major growth phase. Our client is now looking for a Commercial Lead to build the go-to-market engine that will take us from early traction to category leadership.

This is a foundational, hands-on commercial leadership role. You won’t just “run sales” - you’ll architect the entire go-to-market function. You’ll define how we position, package, price, and sell a deeply technical product into security-critical environments. You’ll work directly with the founders, product, and engineering teams, and play a central role in shaping how the company shows up to the market.

As Commercial Lead, you’ll build the commercial engine that powers our next stage of growth. You’ll define our end-to-end GTM strategy across segments, industries, and product lines, shape how we position and price the platform, and build repeatable motions around acquisition, qualification, and expansion. You’ll design sales processes from scratch — including ICP definition, pipeline stages, forecasting, metrics, tooling, and cadences — and create feedback loops that turn market insight into product and model improvements. You’ll lead outbound and inbound sales from first touch to close, build deep relationships with enterprise buyers, fraud and security teams, and product leaders, and translate complex customer problems into clear value propositions, proofs of concept, and commercial proposals. You’ll work closely with founders, product, and engineering to refine positioning, align the roadmap with customer demand, and influence how the company presents itself to the world. You’ll also help land landmark accounts that shape the future direction of the product.

We’re building something long-term and high-impact, and we care deeply about mindset as well as experience. You’re resourceful, fast-moving, and comfortable operating without a playbook. You think from first principles, break problems down to fundamentals, and question assumptions. You act with ownership, take responsibility for outcomes, and step into gaps without waiting to be asked. You bring energy, clarity, and momentum to hard problems. You care more about getting the work right than about ego. You’re curious, open-minded, and constantly sharpening your edge.

We care most about aptitude and trajectory, but you’ll likely have some of the following:

• 4+ years in a commercial, sales, or GTM role in cybersecurity, fraud, fintech, or developer-oriented SaaS
• Demonstrated success selling technical products (API, SDK, or platform)
• Experience building or shaping sales processes, pipelines, or GTM motions

Skills & Attributes:

• Strong ability to translate complex technical concepts into clear commercial narratives
• Comfort running full-cycle sales with mid-market or enterprise customers
• Analytical mindset: able to structure problems, map buying journeys, and diagnose funnel performance
• Builder mentality — you create playbooks, not just follow them
• High integrity and ability to form long-term, strategic customer relationships

Why Join:

• Build the commercial foundation of a category-defining cybersecurity company
• Own GTM strategy end-to-end, not just a quota
• Work directly with founders and a deeply technical product team
• Sell a mission-critical product into real security problems
• Shape how a high-growth startup goes to market from day one
• Real ownership, real impact, real influence on product and strategy
• High-trust, high-ambition startup environment backed by serious investors