Founding Go-to-Market Lead

About the Position

Founding Go-to-Market Lead

Navi AI turns everything a pilot sees and hears into automated debrief intelligence - and it's already trusted by the top names in flight training and the U.S. Air Force. The product works. What doesn't exist yet is the machine that makes every operator in aviation know Navi before anyone ever picks up the phone. That's what you'll build.

This is a founding GTM role focused on the growth engine - the demand, distribution, and systems that manufacture pipeline and credibility at scale. You're the operator who builds the engine that fills their pipeline and makes Navi impossible to ignore. We don't want someone to run a motion that already exists. We want the person who designs it from ground up.

This is a founding-level ownership role, not a narrow function.

Location

San Francisco, California

Employment Type

Full time

Location Type

On-site

Responsibilities

• Architect multi-channel outbound - email, LinkedIn, lifecycle, enterprise segmentation - as a repeatable system, not one-off sends
• Own discoverability - SEO, GEO, AI-native distribution - and convert product milestones into reach
• Stand up the GTM tooling stack - CRM hygiene, attribution, and semi-automated workflows that lift pipeline velocity
• Take over the inbound and social channels the CEO runs today and turn them into a consistent content engine across written, social, and aviation-ecosystem platforms
• Build co-marketing and partner motions across the aviation and defense ecosystem
• Obsess over signal - what's driving pipeline, what's stalling, and why

Requirements

• Have built go-to-market machinery from zero (outbound engines, demand-gen programs, growth tooling)
• Able to think in tests, not opinions; you instrument everything, read the funnel math (conversion, velocity, CAC), and are comfortable working at high-velocity
• Can work AI-first and can wire up automations, enrichment, and a little code yourself, without waiting on engineering
• Spent time in a growth, GTM-engineering, or founding role at an early-stage startup, ideally building and scaling outbound or demand gen for a technical or AI product
• Have performed aviation sales, and have built a network across the industry, from airlines to flight schools and charters

Nice to Have

• You've built a content or organic-growth engine that turned into real pipeline
• Hands-on with the modern GTM stack - Clay, Apollo, HubSpot or Salesforce, Zapier/n8n, and the like
• You've shipped your own scrappy tools, scrapers, or automations - a little code or a few AI agents doesn't scare you
• A real point of view on how AI is reshaping outbound and distribution

Why this Role Matters

The engine you build turns a proven product into compounding, predictable growth: demand that shows up on its own, content that works while you sleep, and systems that get sharper every week. It outlasts any single campaign, and it sets the pace for everything the company does next.

We Offer

• Early-stage equity - real ownership in a category-defining company
• Flight training - earn your pilot's license and sell with true domain expertise
• Impact you can see - the deals you close put Navi in cockpits at airlines, flight schools, and the U.S. Air Force
• A role that scales into commercial leadership as we grow

How We Work

• Find a way. We don't wait for permission or perfect information. Ideas come from anywhere regardless of title. Figure it out, ship it, iterate.
• Creativity over control. First principles over process. We'd rather have a creative solution that's 80% right today than a perfect one next quarter.
• Update fast. Come in with a hypothesis, throw it away when the data says otherwise. Ego has no place here.
• Intensity with focus. We work hard because the mission demands it. Clarity on what matters is how we make that sustainable.