Founding GTM - Sales

Job description

## About Jampack Jampack is an AI-native platform that automates the entire wholesale order-to-cash lifecycle for CPG brands. We process over $500M in annualized wholesale volume for high-growth CPG brands like Fishwife, Immi, Ghia, and Sanzo — handling everything from purchase order ingestion to freight coordination to invoicing and payment reconciliation. Wholesale is 7x the size of e-commerce, yet the infrastructure is stuck in the 1990s. We're building the agentic operating system that replaces spreadsheets, email chains, and manual data entry with autonomous workflows that just work. We recently raised a $3.2M seed round led by Maveron. We're a small, high-agency team and we're looking for our first sales hire — someone who can own and perfect how Jampack sells. ## The Role We're hiring a founding GTM lead to build Jampack's sales motion from the ground up. You'll be equal parts strategist and closer — defining our sales blueprint, running discovery and demos with CPG operators, and working hand-in-hand with our GTM engineer and CEO to turn what works into a repeatable, scalable playbook. This is a three-person GTM unit: you bring the sales craft, the GTM engineer builds the outbound systems, and the CEO brings deep domain expertise and buyer relationships. Together, you'll figure out how Jampack sells — and make it repeatable. Our buyers are ops leaders at high-growth food & beverage brands doing $2M–$30M in revenue. They're drowning in spreadsheets, chasing freight quotes, and managing EDI compliance across dozens of retail partners. They don't need to be sold — they need someone who understands their pain and can show them a better way. That's you. ## What You'll Do - **Own the sales process end-to-end** — From prospecting and outreach through discovery, demo, negotiation, and close. You'll run the full cycle and learn what resonates with CPG operators firsthand. - **Build the sales blueprint** — Document what works: qualifying criteria, objection handling, discovery frameworks, demo scripts, pricing conversations. Turn early wins into a repeatable playbook that scales beyond you. - **Partner with the GTM engineer and CEO** — Work in lockstep with our GTM engineer and CEO as a tight three-person GTM unit. You'll define ideal customer signals and feed insights from calls back into the outbound systems the engineer is building, while the CEO brings firsthand buyer empathy and domain credibility to high-value conversations. - **Run discovery that earns trust** — Our buyers are operators, not executives shopping for software. You'll need to understand their workflows deeply enough to diagnose problems they haven't fully articulated — and connect those to how Jampack solves them. - **Shape positioning and messaging** — Your conversations with prospects are the front line of our market intelligence. You'll help refine how we talk about Jampack across the website, outbound sequences, and marketing content. - **Close and expand** — Land new customers and identify expansion opportunities within accounts. Build relationships that turn early adopters into advocates. ## What We're Looking For - 3+ years in a B2B sales, account executive, or business development role — ideally selling to operations or supply chain buyers at an early-stage startup. - You've sold into small-to-mid-market companies and are comfortable with a consultative, operator-first sales approach (not high-volume transactional selling). - Strong discovery skills — you ask better questions than your competitors and you genuinely enjoy understanding how businesses run. - Experience building or contributing to a sales playbook. You've been at a company early enough to shape the process, not just inherit it. - Familiarity with the CPG, food & beverage, or supply chain ecosystem is a strong plus. You don't need to be an expert on day one, but you should be excited to become one. - Comfort with GTM tools (CRM, sequencing, enrichment) and an appreciation for how systems and automation amplify sales efforts. You'll be working closely with a GTM engineer — you should be excited about that, not confused by it. - Scrappy and self-directed — you'll set your own priorities, build your own pipeline, and figure out what works by doing, not by waiting for a playbook to be handed to you. ## Why Jampack - **A product that sells itself (almost)** — When CPG operators see what Jampack does, the reaction is visceral. You're not pushing a nice-to-have — you're solving a problem they live with every day. - **Greenfield sales build** — You won't inherit a broken pipeline or a stale playbook. You'll define how Jampack sells and set the standard for everyone who comes after you. - **A real GTM unit, not a solo act** — Most early sales hires are left to figure it out alone. You'll work as a trio with a dedicated GTM engineer building the outbound infrastructure and a CEO who's been on the other side of the table as a CPG buyer. Your efforts compound through systems and domain expertise. - **Access to incredible customers** — Brands like Fishwife, Immi, Ghia, and Sanzo are category-defining companies. You'll build relationships with the operators running some of the most exciting CPG brands in the country. - **Operators who get it** — Our CEO scaled a CPG brand from $0 to $40M in 18 months. He knows the buyer persona because he was one. You'll sell alongside someone who's been on the other side of the table.