[Remote] Founding Sales/GTM Leader

Note: The job is a remote job and is open to candidates in USA. Orquesta is hiring a Founding GTM / Enterprise Sales Lead to build its early go-to-market motion and win initial enterprise customers. The role owns the full sales cycle, develops repeatable positioning and processes, and brings customer insights to the product and engineering teams.

Responsibilities

• Win our first wave of customers — source, develop, and close design partners and early enterprise accounts
• Sell directly to CEOs, COOs, CFOs, CTOs and other senior executives
• Develop a deep understanding of executive pain points around operational visibility, decision-making, planning, and cross-functional execution
• Identify the ICP and use cases where Orquesta becomes mission-critical rather than simply useful
• Run the full sales cycle: prospecting, discovery, demos, pilots, commercial negotiation, and close
• Turn pilots into paid deployments, expansions, references, and case studies
• Build relationships with customers that surface product insights and influence the roadmap
• Develop Orquesta’s early messaging, positioning, pricing, sales collateral, and GTM playbook
• Build a disciplined pipeline and establish the metrics, processes, and operating cadence needed to scale GTM
• Work directly with the founder and engineering/product team to translate what the market is saying into what we build next

Skills

• You've ideally sold complex enterprise software, AI, data, analytics, infrastructure, or transformation products where the buyer is senior and the problem requires consultative selling
• A track record of personally closing mid-market or enterprise B2B software deals
• Experience selling to senior executives and navigating multi-stakeholder organizations
• Strong discovery skills — you can uncover the business problem behind what a prospect initially asks for
• Comfort selling an emerging category where the product and message are still evolving
• The ability to translate sophisticated AI and technology into a clear business-value narrative
• High ownership and comfort operating without established processes, SDR teams, or a large marketing engine
• Strong commercial judgment around pilots, pricing, qualification, and when not to pursue an account
• The ability to build trusted relationships rather than rely on transactional selling
• Experience with enterprise AI, data platforms, BI/analytics, FP&A, operational software, workflow platforms, or C-suite technology would be particularly relevant

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