GTM (go-to-market) Lead

About Elicit

Elicit is an AI research assistant that uses language models to help researchers figure out what’s true and make better decisions. We're a Public Benefit Company with an office in Oakland and team members spread across North America and Europe. What connects us together is our mission is to scale up good reasoning for scientists and beyond. Elicit helps expert researchers push the frontier of what's possible in fields like biomedicine, health economics, and computer science.

Why we need you now

Elicit has scaled entirely organically to hundreds of thousands of active users. The Elicit user base contains everyone from high school students to professors to medical device researchers to dairy product manufacturers. We get significant inbound from enterprise customers every day. In the long run, our mission is to support the world’s most important discoveries and decisions. This means we have to be deeply embedded into the workflows where high-stakes research is happening, often in industry or government.

Our enterprise motion is early and we are iterating through the right product offering and sales process. As our first sales hire, you will define the enterprise product and process. You will represent the needs of industry researchers in product discussions to make Elicit the most trustworthy research tool for high-stakes research.

Your day to day

As the GTM lead, you’ll run full sales cycles end-to-end, with the opportunity to lead a team. It’s great for people who want to own the entire customer relationship, work with engineers and product managers, and wear multiple hats. Because Elicit has broad domain appeal, you’ll also be challenged to ramp up on lots of different research areas - from biomedicine, to policy, to industrial manufacturing, though we do have an initial vertical focus.

Your responsibilities will be dynamic. At a high level you will:

• Own a revenue goal

• Own enterprise customer relationships end-to-end from identifying opportunities, setting up the proof of concept, negotiating, and upselling

• Deeply embed with customers and integrate their needs into the product roadmap

• Set up sales infrastructure, processes, and collateral

You will work side-by-side with our cofounder, Jungwon, iterating together on the enterprise playbook and product offering.

The skills & experiences we’re looking for

• B2B software. At least 8 years of experience selling technically complex B2B software. We’re looking for someone at a Senior Professional (P4) level or above and are open to more senior people. We’d like to see that you’ve closed multiple 6-7 figure deals consistently.

• Product-led growth or product-led sales. We’re still building out our go-to-market motion but we don’t expect to do consulting deals. We want our product to be as self-serve as possible. You’ll have a preexisting user base of millions of users to mine and inbound coming in daily. Figma, Airtable, Dropbox, and Webflow have relevant GTM motions.

• Technical sales. Elicit is a technically complex product being used by deep domain experts. You’ll need to learn about the underlying technology and how it maps on to researchers’ pain points.

• Early stage. As our first sales hire, you’ll be instrumental in defining our go-to-market motion, enterprise product offering, and sales playbook. You’ll have to wear many hats and be comfortable with the user, the product, and the sales motion all evolving quickly. We’re looking for someone who’s willing to do things that don’t scale to start, then scale them up quickly once they get traction. We’d like to see evidence of building things from scratch and working with other functional teams like engineering and product.

• Customer obsession. We’re looking for someone who genuinely loves our researchers (or could grow to love them) and is obsessed with uncovering every need or pain point that they have.

• Humility & truth-seeking. Our mission is to scale up high-quality reasoning. We care a lot about rigorous thinking and communication. While we want you to be our biggest external champion, we also don’t want you to oversell our product. We’re looking for people who sell with authenticity. We also want someone who is very iterative and highly-receptive to feedback.

Experiences that are not required but are extra helpful:

• Selling into biomedical companies or to researchers

• Selling horizontal workflow tools with diverse user groups

• Selling tools that use machine learning or generative AI

Salary and benefits

In addition to working on important problems as part of a happy, productive, and positive team, we also offer great benefits (with some variation based on work location):

• Flexible work environment. You can work from our office in Oakland or remotely with heavy time zone overlap (between GMT and GMT-8).

• Regular in-person retreats and coworking events.

• Fully covered health, dental, vision, and life insurance for you + generous coverage for the rest of your family.

• Flexible vacation policy with a minimum recommendation of 20 days per year.

• 401(k) with a 6% employer match.

• $2,000 device budget to start, with more accumulating to keep your tools up to date.

• Budgets for personal and professional development.

• A team administrative assistant to help you with personal and work tasks, so you can focus on your core job.

For all roles at Elicit, we use a data-backed compensation framework to keep salaries market-competitive, equitable, and simple to understand.

• We offer above-market equity for all roles at Elicit, as well as employee-friendly equity terms (10-year exercise periods).

You can find even more reasons to work with us in this thread!