Manager, Enterprise GTM

Job description

**Manager, Enterprise GTM** **San Francisco, CA: Financial District. In-Person (M-F)** **New York: Just signed on a new office in Manhattan!** **FurtherAI** is seeking a **Manager for Enterprise GTM**— and our first San Francisco–based Business Development leadership hire. We have basic playbooks, messaging, and sequences that already work; you'll sharpen them, fill the gaps, and build the rest (process, tooling, cadences, ramp plan) as you scale the team. You'll start by leading a team of 5-6 SDRs, with headcount growing as the function proves out, and you'll report directly to our SVP of Sales. **Why FurtherAI?** - **Elite Team & Culture:** Join a YC and a16z-backed startup, collaborating with industry experts who share your hunger and ambition. Be part of a culture built for high performers who are proud to put in the work. - **Transformative Opportunity:** Sell pioneering AI solutions in complex, regulated industries and help modernize a trillion-dollar sector. - **Leadership Growth:** Leverage your experience to shape our sales process and grow into a senior leadership role as the company scales. - **Highly Competitive Compensation:** Strong base salary, top-tier commission plan, equity, and comprehensive benefits. ## What You’ll Do - **Build the function.** We have basic playbooks, messaging, and sequences that already work — you'll sharpen them, fill the gaps, and build the rest (process, tooling, cadences, ramp plan) as you scale the team. - **Hire and build the team.** Recruit, interview, and hire a team of SDRs. You'll own headcount planning and be the primary driver of who joins the team. - **Coach and develop.** Run 1:1s, call reviews, and pipeline reviews. Train reps on prospecting, messaging, and objection handling. You'll be evaluated on how well your reps improve under you, not just on their output. - **Own team quota.** You're held to your team's outbound pipeline targets — meetings booked, opportunities created, and pipeline generated across the team. You won't be booking meetings yourself, but you're accountable for the number. - **Manage performance.** Set expectations, track individual and team metrics, and manage performance issues directly, including coaching underperformers and making tough calls when needed. - **Partner cross-functionally.** Work closely with AEs on messaging, handoff quality, and feedback loops. Partner with marketing on targeting and campaigns. Report directly to our SVP of Sales and help shape broader GTM strategy. - **Own the target account strategy.** Set the criteria and direction for account selection within our ICP (insurance carriers, MGAs, brokers, and reinsurers) and ensure the team is prospecting the right accounts and personas — even though you're not building lists yourself day-to-day. ## Who You Are - **2+ years managing an SDR team, ideally at an early-stage startup — required.** - **You've hired for and grown a team before,** not just inherited one. - **Experience managing EDRs/BDRs focused on Enterprise accounts** and effectively driving the team to partner with AEs on account mapping. - **Track record of your team hitting or exceeding pipeline/quota targets** — you know how to build a number and hold people to it. - **You can coach:** you know how to diagnose why a rep isn't converting and fix it, not just tell them to dial more. - **You've built or meaningfully shaped an outbound motion before** — process, messaging, sequencing — even if you're not building from a blank page here. - **Experienced with a modern sales stack** (Salesforce, Amplemarket or similar engagement tools) and comfortable using data to run the team. - **Strong communicator who can operate with real autonomy** — this isn't a hand-holding environment, and you'll have a direct line to our SVP of Sales and visibility with our founders. ***(Bonus)** Experience selling into insurance, financial services, or another regulated/enterprise vertical, or managing a team that sold into underwriting, claims, ops, or other post-sales personas.* **If you’re a top performer yearning to prove yourself in a transformative role, let’s talk!** Apply now to help build a generational company alongside a world-class team, backed by top investors and founders. **You can look forward to the following benefits:** - Fully covered, best-in-class health, dental, and vision benefits - Competitive Compensation, meaningful stock options, company 401(k) - Unlimited PTO - Outstanding in-office culture in the heart of San Francisco - Lunch and dinner onsite - Team events, such as happy hours and off-sites - Commuter benefits