Fulcrum · 1 month ago
Go-to-Market Strategy Lead
San Francisco
Full-time
Onsite
Senior Level
5+ years expFulcrum is re-wiring the insurance-brokerage industry with AI agents that let brokerages grow revenue without adding headcount. They are seeking a Go-To-Market Strategy Lead to design, test, and scale the GTM engine, working closely with the CEO on strategic and executional tasks.
Artificial Intelligence (AI)InsuranceSoftware
Responsibilities
Map and prioritize partnership opportunities with industry groups, associations, and key technology players in the insurance ecosystem
Build and manage strategic relationships that can serve as scalable acquisition channels (e.g., platforms, data providers, distribution partners)
Structure partner programs, incentives, and co-marketing motions to drive high-quality leads and revenue
Design our portfolio of GTM channels—direct, PE/VC-backed portfolio companies, industry events, brokers’ networks, and more
Develop hypotheses for where we have unfair advantage (e.g., specific segments, geos, or partner types) and run structured experiments to validate
Build simple, clear frameworks for where we invest (and where we don’t), and turn those into operating plans
Shape and execute a GTM motion via PE funds and other capital allocators who influence broker decisions
Identify and prioritize funds whose portfolios align with Fulcrum’s ICP, and design repeatable ways to engage them (portfolio days, joint sessions, playbooks)
Partner with Arjun on high-stakes external meetings, providing the research, narrative, and follow-through to turn conversations into deals
Coordinate and execute cross-channel campaigns: customer referral programs, co-marketing with partners, event-based campaigns, targeted outbound motions, etc
Work closely with Sales, Product, and Customer teams to turn product launches and case studies into compelling GTM narratives and assets
Build light but rigorous measurement: clear goals, tracking, and post-mortems to understand what’s working and double down
Translate strategy into concrete plans, timelines, and operating cadences (e.g., quarterly GTM priorities, weekly experiments, partner pipelines)
Create crisp materials for internal and external audiences—decks, one-pagers, narratives—to align stakeholders and move decisions forward
Establish feedback loops from the field (customers, partners, sales) back into our GTM strategy and product roadmap
Qualification
Required
~5–8+ years of experience, ideally including time as an Engagement Manager (or equivalent) at a top-tier consulting firm and/or in a strategic/growth role at a B2B SaaS startup
Experience in GTM, partnerships, corporate development, or growth strategy; bonus if you've worked in or around insurance, fintech, or other regulated B2B industries
You're comfortable moving from a blank sheet to a structured strategy—and then into the weeds to execute it
You think in frameworks, but you measure yourself by outcomes: pipeline, revenue, and quality of relationships
You know how to build credibility with senior stakeholders (CEOs, PE partners, industry executives) and turn that into tangible opportunities
You're skilled at navigating multi-party ecosystems and aligning incentives across partners
You're rigorous with data: market sizing, funnel analysis, and experiment design are tools you use instinctively
You're comfortable with ambiguity and use structured experimentation to find signal quickly
You can distill complex problems into concise narratives for executives and external partners
You're organized, reliable, and can run multiple projects in parallel without dropping details
You're motivated by ownership, speed, and the chance to build something from the early stages
You're excited to work directly with the CEO, influence company-level GTM decisions, and see your work reflected in how we grow
Benefits
Competitive base salary plus meaningful founding-team equity.
Company
Fulcrum
Fulcrum is an AI-powered platform designed to help insurance account managers handle larger books of business more efficiently.
11-50 employees
Funding
Current Stage
Early StageTotal Funding
unknownKey Investors
BrokerTech Ventures
2025-04-01Pre Seed
2023-07-06Pre Seed
Company data provided by crunchbase