Founding Head of GTM - Cipherscale

OpenVPN

Contract type

Ongoing

Work mode

100% remote

Experience

Lead / principal · Not stated

Level inferred from job title

Job description

Own ICP discovery, exclusion criteria, buyer/champion mapping, problem validation, positioning, initial wedge, and design-partner recruitment
Personally lead early customer discovery, technical/commercial conversations, executive outreach, design-partner conversion, and initial closing
Build an evidence-driven GTM system: every important assumption has supporting/contradicting evidence and a next falsification test
Use AI agents aggressively for research, account intelligence, personalization, competitive monitoring, meeting preparation, call synthesis, content, and experiment analysis
Work directly with the CEO on category creation and major strategic accounts
Work with Product and Engineering to convert recurring customer evidence into governed product inputs without turning prospect anecdotes into roadmap commitments
Define the first repeatable acquisition, deployment, conversion, and expansion motion before scaling a team
Company mission
Discover and prove the repeatable commercial truth for Cipherscale: who urgently needs it, what gets them to deploy, what makes them pay, and what causes them to expand

You have personally helped take a deeply technical B2B security, infrastructure, identity, developer, cloud, or AI product from near-zero to repeatable initial revenue
You can sit with a CISO, CTO, security architect, platform engineer, and AI-platform leader and earn credibility
You understand enough security architecture to reason about identity, delegated authority, credentials, policy, enforcement, trust boundaries, auditability, and blast radius
You are comfortable selling before there is a polished playbook and learning directly from rejection
You treat AI as operating leverage and build agentic workflows before asking for headcount
You are analytical enough to distinguish activity from evidence and evidence from causality
You are comfortable challenging the CEO and product assumptions when customer evidence disagrees
This is a full-time remote job with a long-term B2B contract; permanent employment is possible for candidates based in Spain, Poland, and Germany
AI Agents, LLMs
Uncategorized