Founding US GTM Lead - Agentic AI

Job description

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE After proving our product and operating model internationally, we’re expanding into the US from San Francisco. This role is about bringing Athena AI Agents there first. As our Founding GTM Lead, you’ll own Athena’s commercial momentum in the US. You’ll win our first wave of major enterprise customers, define how Athena is positioned and sold, and set the standard for what great looks like as we build the US sales organisation. This is a hands-on role with significant ownership. You’ll run complex deals end to end, work directly with our founders and Product team, and make decisions about everything from ICP and messaging to the sales motion and future hiring profile. You won’t be inheriting a playbook. You’ll be writing it, and turning what works into the foundations for a team that can scale. The decisions you make here will shape how Athena grows in the US for years to come. WHAT YOU’LL DO - Own Athena’s commercial growth in the US, from building pipeline through to closing and expanding our first strategic customers - Lead complex enterprise sales cycles with senior stakeholders across HR, Finance, Operations, AI and Transformation - Close $100k+ ARR opportunities and early design partnerships that can become reference customers for Athena - Define and continuously refine our US ICP, segmentation, positioning and sales motion based on what you learn in the market - Build the first generation of Athena GTM assets, including decks, demos, points of view and outbound approaches - Develop a deep understanding of Athena and agentic AI so you can lead credible conversations with both executive and technical audiences - Use AI and data throughout your own workflow to improve account research, deal strategy, messaging, follow-ups and decision-making - Work directly with our founders and Product team on live opportunities and bring customer insights back into what we build - Turn early wins and losses into repeatable patterns that improve how we sell - Help design the future US sales organisation, including the AE motion, hiring profile and operating principles - Establish a high cultural bar for the team around urgency, clarity, curiosity, resilience and quality - Spend meaningful time with prospects and customers in person, including at their offices, events and conferences WHAT WE’RE LOOKING FOR - 8–10 years of B2B SaaS or enterprise sales experience, ideally including experience with an early-stage or category-creating product - A proven track record of closing $100k+ ARR deals and navigating complex buying processes with senior executives - A true hunter mentality. You’re creative about opening doors, persistent when getting attention is difficult and comfortable creating your own pipeline - The ability to sell vision and outcomes when the category, buyer expectations and playbook are still evolving - Strong commercial instincts paired with intellectual curiosity about customers, products and markets - Comfort operating with ambiguity and creating clarity without waiting for perfect information or enablement - High resilience and the ability to stay thoughtful and effective through rejection and long, complex sales cycles - Genuine curiosity about AI and a habit of using AI and data to increase your own leverage - A bias towards action. You test hypotheses, learn from the market and adjust quickly when something isn’t working - The ability to think beyond individual deals and recognise the systems, patterns and processes required to build a repeatable GTM motion - Ambition to take on broader commercial and leadership responsibility as the US organisation grows YOU MAY NOT BE A GREAT FIT IF - You dislike cold outreach or expect pipeline to be generated for you. At this stage, you’ll own your pipeline coverage and hunting is a core part of the role - You rely on strong brand recognition to open doors. We’re still establishing Athena in the US, so you’ll need to enjoy creating attention and evangelising something new - You’d rather leave the technical or AI conversation to someone else. Athena is fast-moving, and you’ll need to understand the product deeply enough to speak about it with conviction - You need a fully developed sales playbook, established messaging or lots of structure before you can perform - You prefer executing an existing GTM motion rather than experimenting, learning from early deals and helping build one - You’re focused primarily on closing your own number rather than creating the systems, standards and patterns that will make the wider team successful - You’re not keen on travel. Getting in front of prospects at their offices, events and conferences will be an important part of how we win This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. - Market-leading compensation that reflects your value - 25 days paid time off each year plus public holidays - Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave - Quarterly team events, and company offsites - Top tier private coverage for health, vision and dental care - A new MacBook and tools you need to do your best work - Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary - Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy https://humaans.io/privacy#h.k3wp7f8qzl9x.