GTM Strategy & Ops Lead

Job description

ABOUT US Kingdom creates clinically validated Superculture® ingredients from natural microbes to improve the health of pets and people. We’re the world’s first AI-native ingredients company, delivering industry-leading efficacy in a fraction of the development time. Our Superculture® ingredients are a new class of ingredients that target unmet health needs at their root and are backed by best-in-class clinical evidence. They enable CPG brands to make breakthrough marketing claims and to deliver health benefits that consumers notice in just days. We’ve integrated AI into every step of our process: from screening tens of thousands of microbes in one of the world’s largest biobanks, to designing and analyzing clinical trials, manufacturing at scale, and supporting the brands that formulate with us. Bringing a new ingredient to market has traditionally taken 5+ years and tens of millions of dollars. With a small team, Kingdom launches one clinically validated ingredient every year, with superior efficacy and at a fraction of that timeline and budget. Kingdom has clear product-market fit, with accelerating customer demand: - Less than a year in market, our Superculture® ingredients already power dozens of products from household pet brands. And 90% of our first-time customers are launching additional products with Superculture® ingredients. - Every ingredient we develop improves the discovery platform, clinical engine, and manufacturing IP that the next one is built on, making each ingredient faster and cheaper to develop than the one before it - We’ve raised nearly $40M from leading investors to launch one new ingredient annually, enter the human health market, and expand our Superculture® ingredients globally. Our number one priority is scaling to meet proven demand. We are looking for highly resourceful, high throughput individuals who think strategically and solve problems from first principles. If we succeed, clinical evidence will become table stakes in pet and human health. The $300B+ spent every year on these products will go to the ones that actually work, not the ones that just promise to. All full-time roles are in person at our Brooklyn Navy Yard headquarters and lab. ABOUT THE ROLE Kingdom is at an inflection point. Demand for our Superculture® pet ingredients is accelerating faster than our GTM team can keep pace, at the same time that we are preparing to commercialize our first human ingredient and enter new international markets. The question is no longer whether brands want what we make, but how much of that customer demand we can scale to meet. The GTM Strategy & Operations Lead serves to answer that question. You will work directly with our VP, GTM and our co-founders to design how Kingdom sells our industry-leading Superculture® ingredients. You’ll own the strategy, processes, and systems that enable each seller to close more, during the fastest-growing chapter in Kingdom’s history. Which segments and buying signals deserve our sellers’ time? Where is our GTM process inefficient, and what are the processes or systems that fix it? You’ll go deep on our commercialization motion, identify the highest-leverage opportunities, and decide what to build to address them. And then you’ll use cutting-edge AI tooling to build those solutions with us, so our sellers spend their time selling and close far more than they otherwise could. You don’t need an engineering background or deep experience building AI systems to be successful here. The AI tooling is learnable, and you’ll learn it quickly, supported by our co-founders who build with AI daily and who have already developed expansive supporting infrastructure at Kingdom. What we’re looking for is the business judgement and problem-solving acumen to identify, scope, and prioritize what to build. This is a high autonomy, high ownership role, with success measured by the revenue we close as a result of the strategy and systems you put in place. If you’re hungry to hone your commercial instincts alongside an experienced GTM and leadership team, and excited to build a career-defining skill set in AI-powered operations, we want to hear from you. IF YOU JOIN, YOU WILL: - Map how our GTM motion works end to end, identifying the highest-leverage gaps and owning the roadmap for closing them - Build the systems that fill our pipeline (i.e., automated content creation, market trend tracking, targeted outbound prospecting, and personalized re-engagement) - Sharpen who we sell to and how, by qualifying/routing inbound leads and segmenting our customers to improve sales personalization - Help our sellers close more deals with meeting cycle automation, deal-specific information, and flagging of deals that are stalled, at risk, or ripe for expansion - Own our customer pipeline data, and integrate customers, deals, and revenue into a single source of truth to identify opportunities and accelerate close timelines - Measure what’s working (i.e. across outbound campaigns, inbound leads, and more), and integrate those insights into our GTM motion WE’RE LOOKING FOR YOU IF YOU HAVE: - 3-6 years in business operations, consulting, or a similarly high-rigor role where you structured difficult problems and drove them to resolution - Structured problem-solving instincts and proven ability to work effectively in high ambiguity situations with imperfect data - Bias toward fast, iterative execution and proven ability to isolate what matters most in a complex problem, test a scrappy solution, and iterate from there - Proven track record in designing well-structured, end-to-end business workflows and processes (i.e., defining the target use case, inputs, and outputs) - Commercial judgement in discerning what really moves the needle for a given challenge - High agency in identifying opportunities, proposing ideas, and delivering solutions - Eagerness to learn modern AI tooling (no prior building experience required, though existing fluency is a plus) - Clear and effective written and verbal communication WORKING WITH US Kingdom is based in the Brooklyn Navy Yard, with our full team working out of a 9,000 sq-ft headquarters and lab space. We operate in a high trust, high autonomy environment, which requires that everyone uphold our core values: - Solve from first principles. We have a deep-seated curiosity about the most important problems facing the business. Our nature is to dig deeply into their details, question assumptions, understand the smallest details, and drive towards the best possible solution using these insights. This makes us very effective in crafting new solutions and operating in ambiguous circumstances. - Collaborate with kindness. We are very low ego, and treat each other with respect, compassion, and humility. We hold one another to high standards, but do so while being deeply committed to each other's wellbeing. We invest in each other's growth, and are willing to engage in difficult conversations and deliver direct, constructive feedback when necessary. - Be resourceful and resilient. We figure out how to make things work, and how to accomplish our goals regardless of what stands in the way. We're keen to confront challenges together through proactive planning and scrappy methods. When things go wrong, we learn quickly from our missteps, adapt our approach, and push forward. We provide competitive compensation with generous equity. Everyone who joins Kingdom will be a major contributor to our success, which we reflect in our approach to ownership and compensation. The cash salary range for this role is $120-170K, with the final starting salary being determined by qualifications, experience, skillset, and balancing internal equity. Our salary ranges are based on paying competitively for our company’s size and industry, and are one part of a total compensation package that also includes benefits (more below) and equity (to be discussed more during the interview process). We also provide a rich benefits package to support our team: - Fully-covered, best-in-class medical, vision, and dental insurance - Free memberships to One Medical, Teladoc, and Talkspace - Flexible PTO, in addition to 13 paid company holidays (including a weeklong winter closure from Christmas Eve through New Year's Day) - 12 weeks of fully paid parental leave, with the option to extend up to 24 weeks total - 401(k) plan, FSA option, and commuter benefit of your choice - Fully stocked kitchen with fruits, snacks, coffee, and tea, plus weekly team lunches Kingdom is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.