Founding GTM Operator

📋 Description

• • Tolken is seeking a highly motivated and execution-oriented Founding GTM Operator to join our early-stage team. This is a unique opportunity to be one of our first go-to-market hires, playing a pivotal role in shaping how Tolken connects with the world and drives its growth. You will work directly alongside the founders, taking ownership of critical pipeline systems, meticulously tracking prospects, and ensuring that no opportunity or follow-up is ever missed. This is a hands-on role designed for individuals who thrive in dynamic, early-stage environments where building from the ground up is the norm. While deep fintech experience isn't a prerequisite, a strong drive, exceptional clarity of thought, and a proactive, problem-solving mindset are essential.
• • As the Founding GTM Operator, you will be instrumental in establishing and refining our go-to-market engine. Your primary focus will be on building robust systems that support our sales efforts, ensuring data integrity, and facilitating seamless communication and follow-through. You will be the backbone of our GTM operations, enabling the founders to focus on strategic selling and relationship building by ensuring the operational details are flawlessly managed.
• • Key Responsibilities:
• • Pipeline and Systems Ownership:
• • Architect, build, and meticulously maintain prospecting systems leveraging cutting-edge tools such as Clay, LinkedIn Sales Navigator, and modern automation platforms. Your goal is to create an efficient and scalable engine for identifying and engaging potential customers.
• • Take full ownership of CRM hygiene, ensuring our Customer Relationship Management system is not just a database, but a dynamic, reliable single source of truth for all GTM activities and prospect information.
• • Guarantee that all lead sources – including outbound efforts, inbound inquiries, strategic introductions, and conference engagements – are meticulously logged, tracked, and progressed with clearly defined next steps and owners.
• • Drive continuous improvement in operational throughput and data quality by implementing smart systems and tooling, minimizing manual effort and maximizing efficiency.
• • Logistics and Follow-Through:
• • Capture and meticulously track all key interactions and conversations involving the founders, ensuring timely and effective follow-ups are initiated and managed.
• • Prepare comprehensive meeting briefs for founders, including essential company context, history of prior conversations, relevant background information, and pertinent assets to ensure productive and informed discussions.
• • Proactively manage founder calendars, orchestrate sequencing of communications, and drive next steps across all active prospect conversations, ensuring momentum is maintained.
• • Coordinate and manage the logistics for all physical GTM activities, including conferences, in-person meetings, and associated travel arrangements, ensuring a seamless experience.
• • Sales Enablement, Signal, and Playbooks:
• • Develop, create, and maintain essential sales enablement assets, such as concise 2-pagers, detailed Ideal Customer Profile (ICP) definitions, and comprehensive market maps to support the sales team.
• • Codify learnings and best practices into a living, evolving GTM playbook. This includes documenting effective talk tracks, objection handling strategies, and qualification flows to standardize and elevate our sales approach.
• • Operate the founders' LinkedIn profiles from a logistical perspective, managing cadence, routing inbound inquiries, and ensuring follow-ups are handled efficiently (note: this is not a ghostwriting role, but a logistical support function).
• • Actively identify patterns, trends, and valuable insights from prospect conversations, content engagement, and market feedback. Surface these critical insights back to the GTM team and product development to inform strategy and product roadmap.
• • Success in this role means that founder calendars are consistently filled with higher-quality, better-prepared conversations, leading to more effective engagement. It means that no leads or follow-ups ever fall through the cracks, ensuring every potential opportunity is nurtured. It signifies that our CRM and pipeline data are clean, current, and trusted, providing a reliable foundation for decision-making. It involves the continuous improvement of our GTM playbook and assets, directly informed by real-time market feedback. Ultimately, it means that founder selling time compounds month over month, driving exponential growth for Tolken.