Founding GTM

About the role

Helping industrial manufacturers win deals fast, at the right price.

Role

First dedicated GTM hire at Poka Labs. Build the outbound engine that fills the founder's calendar with qualified discovery calls and turns them into customers.

Responsibilities

• Cold outbound across email, phone, LinkedIn. ~250 dials, ~250 personalized emails, and 100 LinkedIn messages per week.
• Refine the ICP list. $25M+ specialty chems, pipe fittings, abrasives, advanced materials, coatings, and adhesives with 1,000+ SKUs. Identify Director of Sales, VP Sales, Commercial Director, President, COO, and CFO at each account.
• Book 20+ qualified discovery calls per month.
• Iterate the outbound sequence weekly. Kill what does not work.
• Travel monthly to industry conferences. Work the floor, set meetings, fill pipeline.
• Visit customer sites with the founder when it helps close.
• Build the playbook so the next five hires can run it.
• Feed customer signal back to engineering. Pricing pushback, integration objections, feature gaps.
• 2 to 5 years of outbound B2B sales. SDR who consistently hit quota and is ready for more, or an early-stage BDR/AE looking to own a function.
• Comfort on the phone with buyers in legacy industries.
• AI-native workflow. Clay, Claude, Apollo, ChatGPT, the rest of the modern outbound stack.
• Willingness to travel ~25% of the time.
• Sold into manufacturing, distribution, or industrial verticals.
• ERP vocabulary (Epicor, SAP, NetSuite, Oracle, IFS).
• German, Spanish, French, or Mandarin. We have prospects in Europe, LATAM, and Asia.
• You have set foot on a plant floor, distribution warehouse, or industrial trade show.

Requirements

• A product that works. F100s and mid-market manufacturers pay us today. Pilots convert into multi-year contracts.
• Founder-led coaching. Work daily with Malay (HBS, chemical engineer, specialty chemicals across US, Germany, and China). Every call reviewed. Every loss dissected. You will learn industrial enterprise sales faster than at any name-brand SaaS company.
• Hunter comp. Base + OTE ~$140k to $200k. Base plus commission on contract values. Accelerators after achieving quota. No caps on earning.
• A market nobody serves well. Industrial manufacturing moves trillions on tools built in 1998. Legacy CPQ (Salesforce CPQ, PROS, Vendavo) is rules-based and brittle. We are the AI-native alternative.
• Own the function. The first. Playbook, comp plan, future hires, channels. All yours.

Qualifications

• 2 to 5 years of outbound B2B sales. SDR who consistently hit quota and is ready for more, or an early-stage BDR/AE looking to own a function.
• Comfort on the phone with buyers in legacy industries.
• AI-native workflow. Clay, Claude, Apollo, ChatGPT, the rest of the modern outbound stack.
• Willingness to travel ~25% of the time.
• Sold into manufacturing, distribution, or industrial verticals.
• ERP vocabulary (Epicor, SAP, NetSuite, Oracle, IFS).
• German, Spanish, French, or Mandarin. We have prospects in Europe, LATAM, and Asia.
• You have set foot on a plant floor, distribution warehouse, or industrial trade show.

Skills

• AI-native workflow. Clay, Claude, Apollo, ChatGPT, the rest of the modern outbound stack.

Benefits

Founder-led coaching. Work daily with Malay (HBS, chemical engineer, specialty chemicals across US, Germany, and China). Every call reviewed. Every loss dissected. You will learn industrial enterprise sales faster than at any name-brand SaaS company.

Pay

Base + OTE ~$140k to $200k. Base plus commission on contract values. Accelerators after achieving quota. No caps on earning.

Schedule

Remote, US-based.