GTM Lead

You will build Bleu's revenue machine from zero. This is not a role where you inherit a pipeline and optimize it. There is no pipeline. There is: real proof (strong case studies + references) a clear quality bar and delivery track record validated service patterns (we know what works) founders who will work closely with you Your job is to turn that into a repeatable GTM system. What you'll own Turn what we already do well into 2–3 clear, repeatable offers (less bespoke proposals every time) Define who we're for — and who we're not for Protect margin and apply guardrails (no vague scope, no "staff aug", no deals that create scope creep) Build the basics in a CRM of your choice (stages, qualification criteria, templates, weekly cadence) Create a proposal/contract process that fits consultative, high-trust sales Close the loop with delivery so we keep selling what we're genuinely best at Demand generation (hands-on) Outbound + ecosystem work: LinkedIn, warm intros, partner conversations—in Bleu's voice (direct, consultative, substance > hype) — you prospect, qualify, and close while building the sales playbook Turn proof into assets (references, case studies, short narratives) instead of "nice quotes" Work with founders on a consistent content cadence (e.g., ~2 posts/week) Team (once the system works) Hire and manage a BDR to run the playbook you build, and/or build an AI agent for that. Define what a "qualified meeting" is so the BDR generates real opportunities What you won't own Product decisions or roadmap Delivery management or post-sale customer success Engineering priorities or team management Brand marketing / creative direction (you'll collaborate with cases and content creation, but you won't be "the brand team") You'll do well here if you… Have sold or built GTM for technical services / engineering partnerships / productized dev work (not enterprise SaaS-only) Can hold a real conversation with technical buyers (founders, CTOs, eng leads) without fluff Don't think that doing the prospecting yourself is unacceptable — you know that's the job Write clearly and directly (if your default is buzzwords/corporate-speak, this won't fit) Have high autonomy and like building systems (you don't need daily orchestration) Know when to say no to deals that look good on paper but damage margin, scope, or team focus Nice to have Experience selling to technical buyers in both Web2 and Web3 Prior experience hiring/training a BDR Familiarity with the Brazilian market (we're expanding Brazil as a channel too, without losing global focus) Logistics Remote (timezone range: UTC-8 to UTC+1) Work closely with the founders (José + Fábio) and delivery leads Hiring process (3–4 weeks) 2. Paid async work sample (~3–4h) — ICP definition, offer framing, 30-day outbound plan, LinkedIn message, pipeline criteria 3. Deep dive (90 min) — work sample presentation + discovery call roleplay + pressure scenarios 4. Final conversation (45 min, both founders) — long-term alignment Compensation
- Base + variable (OTE~ USD 100k/year)
- We use a fair ramp: early months focus on building the system and creating qualified pipeline before fully shifting incentives toward closed revenue
- Details shared in the interview process