Founding GTM / Fullstack AE
TL;DR: We're looking for a sales athlete who can close deals with legacy defense contractors. Think Snowflake's enterprise AE intensity meets Palantir's government relationships. This is a trillion-dollar market with 7-figure ACVs.
About Usul
Usul is redefining how companies and governments interact around the world. Our AI platform matches companies to government contract opportunities they are most likely to win – these companies make critical defense components from seatbelts, to diving tanks, to loitering munitions. We're backed by top defense investors, growing 60% MoM, and serving the fastest-growing defense companies as customers.
About the Role
We are looking for a Founding GTM who is excited about building the sales motion that will transform how defense contractors discover opportunities. In this role, you'll work closely with our founders to own the full sales cycle from prospecting defense contractors to closing contracts. You'll be instrumental in defining not just how we sell, but who we sell to and what message resonates.
You are not just hitting quota — you are building the sales playbook that will scale GovTech's boom. This isn't about sending cold emails to SaaS buyers; this is about building relationships with defense contractors in Huntsville, Tampa, Dayton, and military towns across America who make the technology that keeps our country safe.
What You Will Work On
Own the full sales cycle from prospecting defense contractors to closing deals that can hit 6-7 figure ACVs
Build relationships with defense contractors in military hubs like DC, Huntsville, Tampa and Dayton who've never bought AI software
Work with our CEO to develop our sales playbook for selling to companies that make everything from aircraft components to missile systems
Navigate complex enterprise buying processes with engineering-led decision makers and procurement teams
Establish our sales motion as we scale from $1M to $10M+ ARR in the defense contractor market
Build and manage our sales systems, CRM, and growth infrastructure from the ground up — you'll own our entire sales tech stack
Lead high-impact conversations with CEOs and business development leaders at companies building critical defense technology
Who You Are
Ex-founders, ex-consultants, or ex-software engineers who bring a fresh perspective to traditional industries
Proven ability to figure things out in high-stakes, fast-paced environments where there's no playbook
Experience in enterprise sales, consulting, or technical roles where you had to build relationships and drive outcomes
Comfortable educating traditional companies about new technology and building trust through expertise, not just relationship building
Grit to navigate complex buying processes with engineering-led decision makers who value technical credibility
Located in San Francisco and excited to work in-person with our team
Motivated by the challenge of bringing Silicon Valley innovation to an industry that's been doing things the same way for decades
Bonus Points
Experience selling to defense contractors, aerospace companies, or manufacturing firms that bid on government contracts
Existing relationships with defense contractors in military hub cities like DC, Huntsville, Tampa, Dayton, etc.
Track record selling AI/ML platforms or complex technical products to traditional manufacturing industries
Understanding of government contracting, RFP processes, and how defense contractors discover and bid on opportunities
Experience with engineering-led sales cycles where technical validation is critical
Average salary estimate
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