Head of GTM

Job description

**About FirstPrinciples** FirstPrinciples is building AI to accelerate scientific discovery. Our core product is the Theo Platform, a research environment built to help researchers iterate faster, validate rigorously, and reach verified results they can trust. We're a fast-growing, remote-first team of builders, researchers, engineers, and thinkers working across Canada, the US, the UK, and expanding globally. What brings us together is a shared curiosity about how the universe works, and a belief that we can build systems that help us explore it more effectively. We spend our time working on questions that don't have clear answers, like how to design AI that can reason through scientific problems, and how the scientific process as a whole might evolve. This is work that sits somewhere between creativity and rigorous thinking, and often requires comfort with ambiguity and iteration. If you're someone who enjoys tackling big, abstract problems and exploring ideas that don't yet have a defined path forward, you'll likely find the work here interesting. **Why This Role Exists:** We're building products to accelerate progress in physics but their impact depends on our ability to bring them to market, earn the trust of researchers and institutions, and turn breakthrough technology into meaningful adoption and sustainable commercial growth. The Head of GTM will own that challenge. You'll help define and build our go-to-market strategy from the ground up, determining who we serve, how we reach them, how we position and sell our products, and how we create a repeatable path from initial interest to adoption and revenue. You'll work across the full GTM lifecycle while building the systems, processes, messaging, partnerships, and eventually the team required to scale. Your impact will directly shape our commercial strategy, customer relationships, and how quickly FirstPrinciples turns scientific innovation into widespread adoption and a durable business. **What You’ll Do:** - Help build the commercial function from the ground up, continuously testing and refining our ICP, messaging, sales process, and go-to-market motion based on what you learn in the market - Define and own our go-to-market strategy and build relationships and pipeline across commercial R&D teams, industry researchers, research groups, national laboratories, and other emerging customer segments - Own the end-to-end commercial lifecycle: from prospecting and qualification, to discovery, demos, proposals, and close - Personally lead strategic outreach and early customer development while building repeatable approaches for reaching physicists and research leaders - Run technically credible discovery conversations and product demos that connect researchers’ goals to concrete product use cases - Help prospective customers structure pilot plans, establish success criteria, and build confidence in adopting the platform - Navigate multiple stakeholders across scientific, technical, administrative, procurement, and leadership functions - Define and build the systems for outreach, qualification, account planning, CRM management, forecasting, and pipeline management that will underpin a scalable commercial organization - Work closely with Research Partners to create a strong handoff from commercial agreement to onboarding, successful usage, and long-term adoption - Bring market feedback, objections, and emerging use cases back to product, research, and engineering - Own clear pipeline, conversion, and revenue goals while helping define our early sales playbook - Partner with leadership on ICP definition, positioning, packaging, pricing, and broader go-to-market priorities **Who You Are:** - Excited to build a commercial function from the ground up rather than inherit an established team, process, or playbook - Strong background in physics or a closely related scientific field (A background in physics, or a related scientific field) - Genuinely interested in commercial work and motivated by helping scientific products reach the researchers who can benefit from them - Comfortable initiating conversations, prospecting into new organizations, and building relationships from the ground up - Able to understand complex research goals and translate technical capabilities into clear, credible value - Experience building or leading an early-stage go-to-market, enterprise sales, business development, scientific commercialization, or similarly complex commercial motion - Strong communicator who can lead discovery conversations, present compelling demonstrations, and move opportunities toward a decision - Persistent and highly organized, you follow through, maintain momentum, and are comfortable being accountable for measurable commercial outcomes