Founding GTM Lead in London

ABOUT LUMO

We automate TikTok creator commerce, end to end. Lumo handles the entire creator campaign lifecycle: sourcing, outreach, negotiation, CRM, follow-ups, and performance reporting. Built by agency founders who lived the pain firsthand. TikTok-approved, live with clients, and growing fast. Small team. No bureaucracy. You work directly with the founders every day. As the first commercial hire, you will shape how this company goes to market.

THE ROLE

You see the business as a system. You find the leaks and build the fix. This is not a channel or a tool. It is a mindset. Some days you are designing an outbound enrichment workflow in Clay. Others you are rebuilding a dashboard so leadership can see what is actually happening, or wiring together a content engine that compounds over time. You are also the person who already knows about the tool everyone else will discover in six months. You use AI as infrastructure, not just an assistant. You know how to sell, create content that earns an audience, and get customers to value fast. This is a zero-to-one GTM leadership seat. You will own revenue systems, activation, growth, and customer success. There is no playbook. You write it.

FIRST 90 DAYS

• Revenue operating system installed: Pipeline defined, SLAs enforced, HubSpot clean and trusted, dashboards and forecasting live. Truth in CRM is real from day one.
• Outbound infrastructure live: ICP defined, enrichment workflows running in Clay and Apollo, sequencing live, first pipeline generating from outbound.
• Activation engine built: Onboarding playbook done. Time to first campaign live is measurably down. Activation rate is tracked and improving.
• One compounding channel live: SEO infrastructure, LinkedIn content, events, or a referral program generating real pipeline. Not paid ads as a primary KPI.
• Hiring plan drafted: You know who to hire next, with scorecards and goals ready to onboard them.

WHAT YOU WILL DO

• Design and build the systems that power Lumo's outbound motion: ICP definition, lead sourcing, enrichment, segmentation, and sequencing across Clay, Apollo, HubSpot, and whatever emerges as the right tool.
• Build the infrastructure that drives organic growth: keyword strategy, programmatic content, internal linking, and the tooling to track what is compounding and what is not.
• Pipeline structure, lifecycle stages, automations, CRM hygiene, dashboards, and forecasting. Make it a system the team trusts and actually uses.
• Own the full sales motion: prospecting, discovery, objection handling, and closing. Build the onboarding playbook. Drive time to value. Create repeatable upsell paths for top accounts.
• Identify where AI tools can replace manual work or unlock something entirely new. Build those systems and raise the ceiling for what the GTM team can do.
• Create content that earns an audience in the TikTok Shop and creator commerce space. LinkedIn, short-form video, events. Make noise in the market intentionally, not randomly.
• Own the process of evaluating, piloting, and integrating tools that give Lumo a compounding advantage. Have strong opinions on what is worth adopting and what is hype.

WHAT YOU WILL BRING

Must haves

• 2 to 5 years in a GTM engineering, growth engineering, or RevOps role at a B2B SaaS startup. You have built this from scratch, not just used a system someone else created.
• Hands-on experience with Clay, HubSpot or Salesforce, and outbound tooling like Apollo or Instantly. You build with these tools, not just configure them.
• Domain knowledge in TikTok Shop, creator commerce, affiliate marketing, or ad tech. Credible to our ICP from week one, not after a month of onboarding.
• A track record of building SEO or content systems that drove measurable organic growth.
• Strong data skills. You can diagnose a problem and build a solution without a dedicated data team.
• You use AI as infrastructure, not a shortcut. You build systems with it, not just prompts.
• Content that earns an audience, whether LinkedIn, short-form video, or written. Done consistently, with proof.
• High output, low ego. You move fast, own your mistakes, and do not wait to be told what to do.
• Metrics-driven. CAC, LTV, activation rate, time to value, churn. You track them and know how to move them.

NICE TO HAVE

• An existing network in the TikTok Shop agency or brand space. Warm relationships beat any cold playbook.
• Experience transitioning human-assisted onboarding toward self-serve.
• Familiarity with DTC brands, ecommerce, or affiliate platforms.
• You are usually the first person in the room to have used a new tool, and you have strong opinions on what is noise.

CULTURE

Non-negotiables

• Extremely high ownership. If it is not done, it is your job to fix it, not someone else's.
• Output over optics. We do not care how busy you look, we care what ships.
• Systems thinker. You see the business as a whole and build fixes, not patches.
• Async-first and remote-native. You communicate in writing, clearly and proactively.
• First principles thinker. You reason from the ground up, not just follow playbooks handed to you.
• Builder, not maintainer. You are excited to create something from nothing, not optimise what already exists.

LOCATION

Work from anywhere. We care about output, not location. Async-first and fully distributed. We welcome applicants from every timezone. Some overlap with the London-based founding team is helpful but we will work around the right person.

WHAT YOU GET

• Full ownership.
• Real equity.
• Fully remote.
• Kit budget.
• Build the team.