Eticas.ai · 5 months ago
Go\-to\-Market & Commercial Lead
United States
Full-time
Remote
Senior Level, Lead/Staff
8+ years expEticas.ai is a technology company focused on responsible AI. They are seeking a Go-to-Market & Commercial Lead to develop and execute their commercial strategy and oversee product launches while collaborating closely with the executive team.
Artificial Intelligence (AI)DatabaseInformation TechnologySoftware
Responsibilities
Developing & Executing GTM Strategy
Define and test ICPs, buyer personas, and segmentation
Conduct structured market research to map the end-to-end buyer journey and identify key friction points
Craft clear and compelling messaging, value propositions and differentiation, selecting appropriate distribution channels and overseeing marketing campaigns
Build and test pilot offers, landing pages, and messaging frameworks, overseeing all aspects of an MVP launch
Continuously monitor market trends, customer feedback, and competitive landscape to refine strategy and optimise performance
Ensure seamless collaboration between cross-functional teams (sales, product, marketing) to plan, execute, and iterate product launches, ensuring alignment with overall narrative and business objectives
Commercial Strategy & Sales Approach
Starting with a strategic focus - create and prototype our commercial strategy and sales approach, aligned with our mission and organisational goals
Build tools and team design from scratch, optimising for scalable, repeatable growth and sales enablement in the future
Own delivery of early client pilots; track conversion, feedback, and learnings and translate pilot insights into a structured sales pipeline
Feed commercial insights into pricing strategy and financial modelling
Develop, iterate sales pitch based on client learnings
Manage commercial performance, tracking KPIs on revenue growth, client acquisition, and product adoption. Continuously analyse performance data and provide recommendations for improvements in both strategy and execution
Early thinking/plan for future foundations- Onboarding flows, proposal templates, and a light CRM (e.g. Notion, HubSpot Starter)
What Success Looks Like – Key Headlines
Secure new potential clients because of, key work in defining market messaging, a new landing page plus sales process and pitch
Convert agreed number of pilot clients into paid clients
Hit agreed financial targets in terms of signed contracts
Qualification
Required
8+ years in early-stage B2B environments, ideally working across GTM, product marketing, and commercial strategy
Strong product storytelling and positioning skills, especially in ambiguous/complex markets
Proven experience designing and scaling data and insight driven commercial strategies and sales approaches
Track record of securing early pilots or enterprise deals in compliance-driven or mission-led sectors
Experience in hybrid consultancy and services-as-software (SaaS) models
Experience supporting or leading funding rounds in early-stage companies
Collaborative, ego-light, and fluent in startup ambiguity
Demonstrated ability to build and maintain strong relationships with both internal teams and external stakeholders
Strong commercial acumen with a proven ability to balance revenue generation and relationship management
Flexible and adaptable to changing market and regulatory conditions, with the ability to adjust strategies accordingly
Preferred
Bonus: experience in ethical tech, regulated sectors, AI governance, AI agent technologies, and their application to safety and compliance use cases
Available 2 days per week (fractional), flexible time zone preferred (CET or adjacent)
Company
Eticas.ai
Eticas.ai is a SaaS company specializing in AI auditing, bias monitoring, and certification, with over a decade of experience helping EU and US organizations optimize their AI processes, leading to better, safer, and fairer business decisions.
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Gemma Clavell
CEO and Founder
Company data provided by crunchbase