Founding GTM Lead (USA)

Job description

# Founding GTM - US New York · Full-time, permanent · Reports to Willem Jongert, CEO The first hire in the US market, and the most senior. Sell first. Build the team when the revenue says so. ## 01 About Alaro Alaro is the AI operating partner for business-critical work, starting with legal. We turn recurring, document-heavy processes into reliable AI-enabled operations - scoped by legal experts, managed as an extension of the team, and improved with every matter. Founded in 2025 by Willem (ex-Paul Hastings PE, Cambridge) and Igor (ex-Monzo ML, Cambridge). Backed by tier-one VCs. Work monitored by our licensed attorneys. Fixed fee. No retainers. We have processed $5bn of legal work to date, with anchor clients including a £2.4bn London real estate developer, an elite US law firm, and international banks. The US entity is live in New York. The US market is next. ## 02 The role You are the US market. First person on the ground, most senior hire in the country, reporting to the CEO. The mandate is to turn founder-sourced momentum - warm introductions and investor networks - into a repeatable book of US revenue. The motion is relationship-led and in person. Coffees, dinners, multi-touch conversations over weeks and months with GCs, Heads of Legal, CEOs and C-suite executives. You sell first, personally, with the founders behind you. When the revenue justifies it, you hire and lead the US GTM team. The seat is built to grow into US commercial leadership, but it starts with you closing. *This is not a volume seat. If your instinct is sequences and outreach tooling, this is the wrong role. If your instinct is a full calendar of people who already take your call, keep reading.* ## 03 What you'll own - The US market, end to end. Pipeline, relationships and revenue are yours - A working book of GC, Head of Legal, CEO and C-suite relationships at companies north of $50m revenue - built from your own network first, expanded from there - Multi-touch enterprise deals from first coffee to signed engagement: scoping, commercial terms, close - The in-person motion you build on the ground - dinners, client entertainment, and the trust-building rhythm that precedes every deal - The feedback loop to the founders: what the US buyer wants, where the offer lands, where it doesn't - In time, the US GTM team. You define it, hire it and lead it once the revenue supports it ## 04 Who we're looking for - A network you can activate this month. GCs, Heads of Legal, CEOs and C-suite executives who take your call and accept your coffee invitation. The relationships are yours, not your employer's - You started inside law, banking or consulting before moving into commercial work. Our buyer is a GC, and where you came from changes how you are received in that room - You can carry a commercial conversation from first coffee to signed engagement. You respect how long these processes take, and you know how to move them faster than they usually go without ever rushing the buyer - Commercially sharp and genuinely curious. The questions you ask reveal the work you have done - Comfortable alone in a market. You build your own structure, and you have done zero-to-one commercial work before Three routes in clear that bar. You built the sales motion at a legal AI or legaltech company and have led a team inside it. Or you are an enterprise AE at the top of your patch, self-sourcing six-figure deals, ready to build the process rather than keep executing someone else's. Or you were the buyer - an ex-GC or Head of Legal who has already left pure practice, in which case we do not screen for quota history at all. ## 05 How we work **01 WORK IN THE OPEN** Work in progress lives in shared channels. Decisions are documented with the reasoning that led to them. Disagreements get raised directly, not laterally. **02 AI-NATIVE, NOT AI-CURIOUS** Not a feature of the product - a feature of how everyone here works. If you are not regularly rethinking your workflow with AI, you are behind. **03 DIRECT FEEDBACK, BOTH WAYS** We give feedback specifically enough to be useful. We receive it without making the giver regret it. We take on work we are not yet fully qualified for. **04 OUTPUT IS THE THING** Hours are not the unit. Revenue, relationships, pipeline - the work product speaks. We trust people with autonomy and judge them on results. ## Compensation Highly competitive base and commission, with meaningful equity in the firm.