The Challenge
Fernstone is attacking a $100B+ market in business insurance for complex risk. You'll join a 3-person founding team (ex-BCG, Google, YC) that grew from 0 to 100+ customers in 3 months-and you'll own sales, operations, and customer success from day one.
Your Mission
Qualify and close 8-12 inbound leads, establishing repeatable discovery and qualification criteria
Map underwriting workflow with 2-3 insurance carriers and document placement process end-to-end
Implement CRM system (likely Pipedrive or HubSpot) to track pipeline and customer lifecycle metrics
Onboard and support first 15-20 customers through initial coverage placement and documentation
Own 40%+ of net new customer acquisition through refined sales process and pipeline management
Establish and hit NRR target of 110%+ through customer success and renewal optimization
Build playbook for operations: standardize underwriting request templates, carrier communication, and claims support
Create metrics dashboard tracking: CAC, LTV, time-to-close, placement success rate, churn
KPIs You'll Own
Monthly Recurring Revenue (MRR)
Track total MRR from active customers and month-over-month growth rate
Sales Pipeline Value
Total value of qualified opportunities in pipeline, segmented by stage
Customer Acquisition Cost (CAC)
Total sales and marketing spend divided by new customers acquired
Time-to-Close
Average days from first prospect conversation to signed coverage agreement
Net Revenue Retention (NRR)
Revenue from existing customers (including expansion) vs. prior period
Coverage Placement Success Rate
Percentage of qualified prospects who successfully place coverage
Tools & Stack
Your Team
Your Manager
David Mason (Head of Growth) or James Chen (CEO)
Current Team
3-person founding team: CEO (James Chen), CTO (Bryant Le), Head of Growth (David Mason)
New role-expanding from 3 to 4-5 total headcount
The Package
Salary
$70K-$90K base
Variable
Likely small annual bonus tied to growth metrics
Equity
0.5%-1.5% stock options (typical YC F25 early hire)
Remote
100% on-site in NYC. 5-6 days/week in office (not traditional)
Benefits & Perks
Company Intelligence
Fernstone provides insurance solutions for businesses with complex risk profiles, targeting a $100B+ US market. Raised $2.5M+ from YCombinator and top investors, grew from 0 to 100+ customers in 3 months. Founding team includes ex-BCG consultants, ex-Google engineer, and serial founder.
Founded
2025
Team Size
3
Funding
$2.5M+ (YC F25 + other investors)
Customers
100+
Culture
Gritty, competitive, process-driven. Hire for slope and ambition over experience. 5-6 day/week on-site culture in NYC.
Is This Role For You?
- You're a recent grad (0-1 YOE) with relentless work ethic and willingness to learn on the job
- You're genuinely interested in B2B sales, operations, or early-stage startup mechanics-not just collecting experience
- You can handle ambiguity, wear multiple hats, and thrive on direct founder feedback and rapid iteration
- You're competitive and process-oriented: you care about metrics, data, and continuous optimization
- You're physically located in or willing to relocate to NYC for a full-time on-site commitment
- You need remote flexibility or can't commit to 5-6 days/week on-site in NYC
- You prefer structured, well-defined roles over high-ambiguity startup chaos
- You're risk-averse or uncomfortable with fast failure cycles and rapid pivots
- You're looking for a high salary right now instead of long-term equity upside
Interview Process
Intro call
30-min conversation with David Mason (Head of Growth) or hiring founder about background, motivation, and fit
Sales/ops mini-case
Live exercise: qualify a mock prospect or walk through an underwriting scenario
Founder conversation
Meeting with James Chen (CEO) and/or Bryant Le (CTO) to assess culture fit and ambition
Reference check
Light reference calls with professors or previous employers
Ready when you are
Interested in this role?
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